Beyond Selling Value

ISBN-10: 0793154707
ISBN-13: 9780793154708
Edition: 2002
List price: $19.95 Buy it from $3.00
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Description: 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  More...

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Book details

List price: $19.95
Copyright year: 2002
Publisher: Kaplan Publishing
Publication date: 9/16/2002
Binding: Paperback
Pages: 290
Size: 6.00" wide x 8.75" long x 0.75" tall
Weight: 0.880
Language: English

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. InBeyond 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 Powermagazine calls it ""a detailed, street smart roadmap"".

Mark Shonka is the co-president of IMPAX Corporation. He has 40 years of experience in direct sales, sales management, and sales consulting and training. He is a highly sought after authority on a range of sales topics, including value selling, strategic account selling, strategic account management, account planning, and sales leadership.

Dan Kosch is the co-president of IMPAX Corporation. He has 40 years of experience in direct sales, sales management, and sales consulting and training. He is a highly sought after authority on a range of sales topics, including value selling, strategic account selling, strategic account management, account planning, and sales leadership.

Foreword
Preface
It's a Jungle Out There: Today's Selling Challenges
Bare Bones and Brass Tacks: The IMPAX Process
The Power of Research
Digging for Clues: How to Gather and Utilize Data
Keys to the Customer Kingdom: The Five Research Elements
The Advice Squad: How to Build an Effective Coach Network
The Inside Stuff: Fundamentals of the Research Meeting
The Power of Communication
Two Feet in the Door: How to Gain Access to Senior-level Decision Makers
The Write Stuff: Composing the Access Letter
Beyond the Gatekeeper: How to Break Through the Block
The Power of Presentation
Your Moment in the Sun: The Business Presentation
Seal the Deal: The Closing Presentation
Implementing the Process
Every Shot a Bull's-Eye: Target Opportunity Selection
Sweating the Details: Opportunity Planning
"I See You Have Your Hand Raised ...": Frequently Asked Questions About the IMPAX Process
Conclusion
Sample Research Meeting Questions
Access Letter Example
Business Presentation Example (Oriented Toward Closing)
Business Presentation Confirmation Letter Example
Business Presentation Follow-Up Letter Example
Closing Presentation Follow-Up Letter Example
IMPAX Target Opportunity Selection Model
IMPAX Opportunity Planner
Index

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