Beyond Selling Value: A Proven Process to Avoid the Vendor Trap
How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity.
Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.
In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships.
For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".
A tactical in-the-trenches approach for B2B selling
By Michael J. Webb "www.salesperformance.com" - April 4, 2005
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them... read more
By Melissa - November 21, 2002
I thought this book was excellent. The suggestions and theories equipped me with the tools I need to boost my confidence when selling. I recently used an 'IMPAX' presentation and got the deal!!! I am so thankful that I found this book. It really gave me a whole new outlook on how to reposition the way I sell in such a competitive environment.
Great Process and A Great Book!!
By Brian Menzies - March 6, 2003
I love the IMPAX process! I was first introduced to it a year ago. Since then I have used it to make over a dozen sales presentations, with fantastic results.I was excited when I heard that Shonka and Kosch were writing a book as I was looking forward to a refresher and a chance to get a deeper understanding of the IMPAX process.The book exceeded my expectations. There were new stories, additional insights into the philosophy and practice of the IMPAX sales process. A plus were the examples and checklists designed to kick start the readers thinking. I found it an easy read, the chapters are short, focused and kept my attention. Beyond Selling Value has all the details stories and logical flow that will make it easy for someone new to the IMPAX process to very quickly begin using it to improve their sales. It also makes a great refresher for people who have seen IMPAX before. I thoroughly recommend it.
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