Beyond Selling Value - A Proven Process to Avoid the Vendor Trap

Beyond Selling Value - A Proven Process to Avoid the Vendor Trap

by Mark Shonka, Dan Kosch
     
 

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. …  See more details below

Overview

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.

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Editorial Reviews

Velocity - Andy Ayers
In reading Beyond Selling Value, authors
Mark Shonka and Dan Kosch made me
realize that the profession of selling is
much like that of piloting a modern day
jet. As captains of companies, territories
and accounts, we are constantly
monitoring all of our major systems. In
place of fuel, altitude and weather we
scrutinize research, communication and
presentation. Shonka and Kosch succeed
in creating a flight plan as well—the
IMPAX process.
Business Book Review - Lydia Morris Brown
Although many experts believe that the advent of the frictionless, boundaryless economy has caused the demise of the direct sales professional, Shonka and Kosch think this view is an exaggeration. Yes, sales channels are changing to
such an extent that the days of focusing on features and price, and closing with a big bang, are, indeed, numbered.

Product Details

ISBN-13:
2940016082998
Publisher:
IMPAX Corporation
Publication date:
12/17/2012
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
283
Sales rank:
487,411
File size:
9 MB

Meet the Author

Together, authors and IMPAX® Corporation Co-Presidents Mark Shonka
and Dan Kosch have tallied more than 40 years of experience in direct sales,
sales management, and sales consulting and training. IMPAX, a leading sales
consulting and training company, is committed to helping clients improve
their sales, account management, and sales leadership efforts. IMPAX has
worked with thousands of sales professionals in the field and the classroom
throughout North America and abroad.

Shonka and Kosch are highly sought-after authorities on a range of sales
topics including selling value, strategic account selling, strategic account
management, account planning, and sales leadership. With names like IBM,
3M, DuPont, Eli Lilly, D&B, AT&T, and Microsoft, the authors’ client list
reflects some of the world’s leading sales organizations.

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