Beyond Selling Value

( 5 )

Overview

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 ...

See more details below
Paperback (Original)
$16.19
BN.com price
(Save 18%)$19.95 List Price
Other sellers (Paperback)
  • All (75) from $1.99   
  • New (13) from $5.53   
  • Used (62) from $1.99   
Sending request ...

Overview

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".

Read More Show Less

Product Details

  • ISBN-13: 9780793154708
  • Publisher: Kaplan Publishing
  • Publication date: 9/16/2002
  • Edition description: Original
  • Pages: 304
  • Sales rank: 145,947
  • Product dimensions: 8.80 (w) x 5.92 (h) x 0.63 (d)

Meet the Author

Together, authors and IMPAX Corporation copresidents Mark Shonka and Dan Kosch have tallied more than 40 years experience in direct sales, sales management, and sales consulting and training. IMPAX has worked with thousands of sales professionals throughout North America and abroad at companies including IBM, DuPont, AT&T, Eli Lilly, and Microsoft.

Read More Show Less

Table of Contents

Foreword
Preface
1 It's a Jungle Out There: Today's Selling Challenges 1
2 Bare Bones and Brass Tacks: The IMPAX Process 7
3 Digging for Clues: How to Gather and Utilize Data 33
4 Keys to the Customer Kingdom: The Five Research Elements 47
5 The Advice Squad: How to Build an Effective Coach Network 75
6 The Inside Stuff: Fundamentals of the Research Meeting 91
7 Two Feet in the Door: How to Gain Access to Senior-Level Decision Makers 121
8 The Write Stuff: Composing the Access Letter 131
9 Beyond the Gatekeeper: How to Break Through the Block 145
10 Your Moment in the Sun: The Business Presentation 177
11 Seal the Deal: The Closing Presentation 221
12 Every Shot a Bull's-Eye: Target Opportunity Selection 237
13 Sweating the Details: Opportunity Planning 245
14 "I See You Have Your Hand Raised ...": Frequently Asked Questions about the IMPAX Process 253
Conclusion 259
App. A: Sample Research Meeting Questions 263
App. B: Access Letter Example 267
App. C: Business Presentation Example (Oriented Toward Closing) 269
App. D: Business Presentation Confirmation Letter Example 273
App. E: Business Presentation Follow-Up Letter Example 274
App. F: Closing Presentation Follow-Up Letter Example 275
App. G IMPAX Target Opportunity Selection Model 276
App. H IMPAX Opportunity Planner 277
Index 279
Read More Show Less

Customer Reviews

Average Rating 5
( 5 )
Rating Distribution

5 Star

(5)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 5 Customer Reviews
  • 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.

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
  • 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!

    Was this review helpful? Yes  No   Report this review
Sort by: Showing all of 5 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)