Beyond Selling Value by Mark Shonka

Beyond Selling Value 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".

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.

SKU	Non disponible
ISBN 13	9780793154708
ISBN 10	0793154707
Titre	Beyond Selling Value
Auteur	Mark Shonka
État	Non disponible
Type de reliure	Paperback
Éditeur	Kaplan Publishing
Année de publication	2012-10-22
Nombre de pages	304
Note de couverture	La photo du livre est présentée à titre d'illustration uniquement. La reliure, la couverture ou l'édition réelle peuvent varier.
Note	Non disponible