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A Seat at the Table
TO CLOSE MORE SALES, STOP SELLING Bestselling author Marc Miller delivers a new, critical tool for connecting with decision makers to make more and bigger sales. He offers a sales approach designed to help you earn a "seat at the table"-the place reserved for those select people who set the direction and the budget of an enterprise. Miller explains how to connect with decision makers from the very first point of contact-psychologically, strategically, and financially-enabling you to create demand for your products and services, protect your core business, and close more sales. He offers all of the tools you need to stop being a salesperson and become a businessperson who sells: • A simple, analytical matrix for illuminating customer strategies • A first-call methodology that will have every contact offering up the information that you need to make the sale • An adaptable template for generating recommendations that are perfectly aligned with customer strategic needs With these tools, you'll be closing more and bigger deals-and helping your customers succeed, too.
Selling in the Twenty- First Century
By Bryan Carey "Bryan Carey"
- November 25, 2009
A Seat at the Table is a book for the ages: A volume of advice designed for the modern salesperson who wants to distinguish himself/herself and offer potential customers cutting -edge service and competitive advantage. This book takes a different approach to selling- an approach that shifts the emphasis away from trying to offer the most product for the lowest price, over to a strategy that involves creating the most value possible for the customer.
Making connections with the people that matter most is important to any salesperson and this book effectively demonstrates what it takes to get your message across to the executives and other decision makers in any business. The executives are the ones who need to be swayed and this book effectively shows how to talk to them and how to prove to them that your product or service will create value for both your company and theirs, creating a win- win situation. Customers nowadays consider value paramount to any buying decision and... read more
Sorry, I didn't get from the book what others did.
By A Pace
- October 28, 2011
My business partner called me from a buying group meeting insisting that we "had to get this book". I ordered the book right then on my iPad Kindle reader. I read about half the book the very next day. I was left scratching my head. In about 100 pages, the author didn't say much of anything that resonated with me. He used a phrase that the book did not use "broad generalities and physical bromides". However, the three-quarters of the book were replete with just that - broad generalities and physical bromides. When I finally hit the last quarter of the book, though, things got interesting. I wish I could have torn off the first three-quarters or recovered the time wasted reading them. The last quarter really hit home. I would recommend skipping right to chapter 7.
By the way, Mr. Miller violates his own rules in the book by trying to sell you on two different things you may or may not need during the book: one time on some digital recording pen (which is probably... read more
Great Work from a Thought Leader in Sales
By Emanuel Carpenter... Author/Reviewer
- June 6, 2009
Does it make sense to use the same selling strategies with executives that you would use on a manager? Marc Miller (Selling is Dead) makes a compelling argument against it in his new book "A Seat at the Table." The target audience for the book is salespeople who offer complex solutions, which could apply to those who sell consulting, information technology, and other services that may have a long and complex selling cycle. The question is, does the book offer something original? Or is it the same recycled ideas that a billion other authors who happen to own consulting firms put on paper? The answer may surprise you.
There are quite a few key points in "A Seat at the Table" that makes this book genius. Among them are Miller's teachings on how to be viewed as a caring consultant and not just a seller, how he teaches sellers to add value to a prospect's current strategy instead of using tactical selling to sell something the prospect may not even need, and his line of... read more
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