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Beyond Selling Value - A Proven Process to Avoid the Vendor Trap, by Mark Shonka, Dan Kosch
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Despite what the economic prognosticators would have us believe, the role of the direct sales rep isn’t dying. But the way many salespeople operate is. The bar has been raised; today a new vernacular is emerging to describe sales success.
Selling Value. Selling as a process. Being more than a vendor. Increasing margins. Making price irrelevant. Winning executive level credibility. Creating competitive immunity. These are the watchwords driving the 21st century sales professional.
But breaking out of the “vendor trap” requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they’re willing to sell to, and how they communicate with executives who buy value.
Such revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value—the most effective method available for selling value instead of price, avoiding commoditization, and differentiating yourself from the competition while developing long-term business relationships in today’s hyper-competitive marketplace.
- Sales Rank: #284920 in eBooks
- Published on: 2012-12-17
- Released on: 2012-12-17
- Format: Kindle eBook
Most helpful customer reviews
1 of 1 people found the following review helpful.
Exceptional book and methods
By Donson
If you sell anything you want to have and use the book on a regular basis. The methods are sound and proven. I have personally closed one five year deal worth over 1 Billion using these tools. Our entire company was using this book and methods. I just moved to a new company and have order another big batch and will implementing these methods beginning next week. The book is very well written.
1 of 1 people found the following review helpful.
Goes beyond the concepts in "Strategic Selling" to give you actionable examples and templates.
By Gary N. Young
This book addresses the part of selling that most people under perform...research. Knowing your client is the best way to get them what they want and need. This process doesn't fit every situation or client, but for sales where strategic, long-term relationships are at stake, this is the roadmap to success.
0 of 1 people found the following review helpful.
Good concepts - poorly organized
By Amazon Customer
Had to buy this for a conference, so poorly written and set up that it was very hard to follow even with a guided lecture. Good ideas, good concepts, poor execution and writing skills.
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