Beyond Selling Value

Name: Beyond Selling Value
Price: 2.54 USD
Availability: InStock
ISBN: 9780793154708

ISBN-10: 0793154707

ISBN-13: 9780793154708

Edition: 2002

Authors: Mark Shonka, Dan Kosch

List price: $19.95

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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 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,…

Book details

List price: $19.95
Copyright year: 2002
Publisher: Kaplan Publishing
Publication date: 9/16/2002
Binding: Paperback
Pages: 304
Size: 6.00" wide x 9.00" long x 0.60" tall
Weight: 0.880
Language: English

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