Beyond Selling Value: A Proven Process to Avoid the Vendor Trap
Author: Dan Kosch, Mark Shonka
List Price: $18.95
Our Price: Click to see the latest and low price
ISBN: 0793154707
Publisher: Dearborn Trade Publishing (16 September, 2002)
Sales Rank: 6,665
Average Customer Rating: 4.85 out of 5
Customer Reviews
Rating: 5 out of 5
Great Process and A Great Book!!
I love the IMPAX process! I was first introduced to it a year ago. Since then I have used it to make over a dozen sales presentations, with fantastic results.I was excited when I heard that Shonka and Kosch were writing a book as I was looking forward to a refresher and a chance to get a deeper understanding of the IMPAX process.
The book exceeded my expectations. There were new stories, additional insights into the philosophy and practice of the IMPAX sales process. A plus were the examples and checklists designed to kick start the readers thinking. I found it an easy read, the chapters are short, focused and kept my attention.
Beyond Selling Value has all the details stories and logical flow that will make it easy for someone new to the IMPAX process to very quickly begin using it to improve their sales. It also makes a great refresher for people who have seen IMPAX before. I thoroughly recommend it.
Rating: 5 out of 5
A Super How-To Book on Strategic Selling!
Most companies are under incredible pressure to join the herd, and "your product is a commodity" is a mantra on the lips of many of our customers. Beyond Selling Value delivers the tools and processes that your company needs to set it apart from the crowd. Chock-full of stories that illustrate each key concept, this book lays out a step-by-step roadmap that will help you win customers for all the right reasons.Unlike many similar books, Beyond Selling Value has a nice balance of material - conceptual explanations, stories, and clearly-written how-to instructions. You will find this book both readable and useful, if you are in sales (or run a business, as I do).
This is just a super book - as I read it, I found myself saying "I can't wait to do this!" Not only are the concepts and processes laid out elegantly, but the highly relevant stories do a great job of supporting the key points. I will definitely be sending copies of this book to my clients!
Rating: 4 out of 5
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response?The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Similar Products
New Strategic Selling: Unique Sales System Prven Successful By World's
Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Selling To VITO (The Very Important Top Officer)
Secrets of VITO: Think and Sell Like a CEO
Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
Book Index