Value Forward Selling: How to Sell to Management
| Author | : | |
| Rating | : | 4.61 (611 Votes) |
| Asin | : | 193359831X |
| Format Type | : | paperback |
| Number of Pages | : | 416 Pages |
| Publish Date | : | 2015-02-15 |
| Language | : | English |
DESCRIPTION:
It shows you how to get appointments with the right people, position yourself properly, make effective presentations and do more business than you ever dreamed possible." Brian Tracy, Brian Tracy International When sales executives say, "we have great service," "we are customer centric," or "our offerings are the best," - they just sound like their competition. This book trains salespeople of all experience levels how to become a peer in the boardroom, instead of a vendor waiting in the hallway. "This is probably the very best book ever written to show you exactly the steps you need to take to sell at the highest level possible in any organization. Value Forward Selling focuses on a premeditated approach in which sales, marketing, and strategy are integrated into one outbound-revenue capture program. When sales executives market and sell like their competitors - they become identical to their competitors and they have to price their product or service equal to or less than their competitors. Whether you are just starting your sales career or you are an experienced sales executive - the techniques provided in this book will enhance your skills and enable you to communicate value up front, find clients, shorten your sales cycle, present like a pro, and close deals.
-- Al Ries, author, The Origin of Brands. . From the Back Cover This is probably the very best book ever written to show you exactly the steps you need to take to sell at the highest level possible in any organization. -- Brian Tracy, Brian Tracy International. Paul DiModica’s new book is like a university course on the subject, an authoritative source of principals that every professional salesperson should carefully study. It shows you how to get appointments with the right people, position yourself properly, make effective presentations and do more business than you ever dreamed possible. Selling is a profession, especially selling to top management
"Great niche book" according to D. jones. This book belongs in your library if you call on or would like to call on "C" level and SVP level contacts.It is far better than "Getting to VITO" or "Secrets of VITO" which I found to be almost without value. (I do like "Selling to VITO.")The book lacks some professionalism in it's writing style but it's not bad enough to make the book unreadable.This book contains both sample languaging you can build from and the basics of formulas from w. "Bad First Impression, Pretty Good Book" according to Tom Carpenter. I must say, when I noticed that one of the five star reviews for this book was written by the PR firm that represents the author, I was a little put off. However, since the books in this category are slim pickings (selling IT products and services, and selling to management) I thought I'd give it a try. The book is good, but not great. I actually got more out of Bag the Elephant by Kaplan, but there may have been an unerlying bias from my k. "pleasantly surprised" according to L. Zhu. I am not in the marketing or sales business at all. However, as a researcher who has to sell project ideas internally to management and externally to collaborators (mostly at management levels), I find this book surprisingly relevant, practical and to the point. Before this, I have attempted to read a few books on "selling" but was disappointed by the quality and cliche.