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Beyond Selling Value

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  • Anonymous

    Posted December 3, 2002

    What to say when your buyer says "How Much?"

    After over 30 years selling in the IT industry, I've finally read a thoughful response to the "How much?" or "Can't I get a cheaper price from you?" question. The authors clearly describe a sales process that raises selling to what I have always felt it was: an on-going relationship with my customers. Congrats go to Kosch and Shonka for elevating our profession from a vendor/buyer interaction to true partnership where both parties can win.

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  • Anonymous

    Posted November 21, 2002

    Putting the Customer First!

    Beyond Selling Value offers a unique approach to learning the customer's business and using that knowledge in presentations to the customer. It all comes down to putting the customer first. A genuine approach to long term relationships! How refreshing! Kosch and Shonka provide clear examples of the research process, communication and the integration of the research information into the initial presentation. Those examples have not only made the process easy to use, they've brought in sales from unlikely prospects. You've got everything to gain (and nothing to lose) in using this process.

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  • Anonymous

    Posted November 22, 2002

    Is there really any other way to sell?

    The process outlined in the book by both Shonka and Kosch will help you succeed over and over again. In EACH and EVERY sales cycle you pursue. Personally speaking, my largest deals have followed the process to a "T" and I've been successful every time. If you sense you need to be more competitive or consultative to win more deals. Then you need not go anywhere else to learn how to beat your competition and differntiate the heck out of both you and your company. You'll win every time.

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  • Anonymous

    Posted November 11, 2002

    Unique and Helpful for any Sales Professional

    I just finished Beyond Selling Value and encourage every sales professional from any industry to read this immediately. Finally a sales book that doesn't stop with "what to do" but rather gives step by step details on "how to" - especially in terms of common themes as access to decision makers and positioning value to customers. The authors do a brilliant job of relating real life selling tactics to the current business environment in an educational and entertaining manner. This is more than a book - it's a resource.

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  • Anonymous

    Posted November 1, 2002

    This book is needed - so much pressure on price selling

    I feel bombarded by prospects wanting the lowest price - period. This book positions a sales person so that price is not the only part of the sale. I like the step by step approach. Easy to read but loaded with great tips on selling to executives and positioning my company as a partner vs. a vendor. Very insightful!

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