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Beyond Selling Value By Mark Shonka

Beyond Selling Value by Mark Shonka

Condition - Very Good
$17.19
7 in stock

Summary

Featuring success stories culled from dozens of real-life selling challenges, this handbook takes the reader out of the world of dry, textbook selling and onto the corporate front lines. using battle-tested strategies as a guide.

Beyond Selling Value Summary

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap and Become Indispensable to Your Customers by Mark Shonka

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."

About Mark Shonka

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.

Additional information

GOR002484770
9780793154708
0793154707
Beyond Selling Value: A Proven Process to Avoid the Vendor Trap and Become Indispensable to Your Customers by Mark Shonka
Used - Very Good
Paperback
Kaplan Publishing
2002-09-16
304
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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