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Beyond Selling Value: A Proven Process to Avoid the Vendor by Mark Shonka PDF

By Mark Shonka

ISBN-10: 0793154707

ISBN-13: 9780793154708

Today’s revenues pros are hungrier than ever for brand spanking new principles to aid them steer clear of the feared ''vendor'' label.

Yesterday’s revenues specialist trusted evaluating product good points and advantages, low costs, and competitive closings. this present day, a brand new vernacular is rising to explain revenues good fortune.

Selling worth. promoting as a approach. Being greater than a seller. expanding margins. Making fee beside the point. profitable executive-level credibility. developing aggressive immunity. those are the watchwords riding the twenty first century revenues specialist. the place demanding situations abound, even though, real strategies stay scarce.

Breaking out of the ''vendor trap'' calls for not anything in need of a wholesale rethinking of what it potential to promote worth. Salespeople needs to reevaluate the categories of possibilities they pursue, how they plan bills, what they know about their consumers, and the extent of shopper they’re prepared to promote to. the sort of progressive switch in method of the character of revenues additionally calls for a brand new strategic step by step plan for progressing in the course of the revenues cycle. that's exactly the procedure defined in past promoting price.

Featuring good fortune tales culled from dozens of real-life promoting demanding situations, past promoting price takes the reader out of the area of dry, textbook promoting and onto the company entrance traces. utilizing those battle-tested suggestions as a consultant, past promoting worth walks readers via each degree of the revenues method, from concentrating on the correct clients via providing a strategic company way to the administrative- point choice maker-that one elusive individual within the consumer association who's really situated to shop for price.

Along the way in which, readers examine the best tips on how to:

• assemble severe intelligence concerning the customer’s company.

• Outmaneuver the gatekeepers who try and block the trail to the pinnacle.

• achieve entry to senior-level executives to bring high-impact enterprise displays.

• determine long term company relationships the place you're employed heavily with selection makers.

For the group captivated via strategic promoting and enamored with spin promoting, the subsequent iteration in promoting has arrived. past promoting price offers simply what today’s revenues pros need-a confirmed way to cease getting beat up on rate and begin turning into a serious participant of their customers’ destiny luck.

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Extra resources for Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

Example text

20 Bare Bones and Brass Tacks • “There’s a ton of focus on price. ” These statements are some of the most common we hear from frontline sales reps who feel that they need to do something different. Managers tend to face a separate but related set of challenges. ” BENEFITS TO MOVING BEYOND TRADITIONAL VALUE SELLING This brings us to the primary benefits of using this process. The process will help you: Shorten the sales cycle. Some people who learn about the process initially worry that it will lengthen the sales cycle.

Articles Recent articles are also a great place to look for current data. You can search the Internet or electronic databases for articles specifically about the target company, or you can look to general business publications and industry trade journals for data on recent events, product introductions, marketplace positioning, and so forth. Internal Publications Company brochures, media kits, product literature, and internal newsletters are often overlooked but nonetheless important sources of data.

Most work very well, despite vastly different technical approaches. com> • Yahoo! com> • Metasearch engines. General search engines sometimes provide you with thousands of “hits” or links, only a few of which are useful. Metasearch engines are designed to search through several general search engines simultaneously and provide you with only the most relevant hits. com> • Specialized search engines. Some companies have specialized the data they provide around a specific subject matter. These search engines can be especially useful when you are looking for information about an industry, a company, an application or function, or even a person.

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Beyond Selling Value: A Proven Process to Avoid the Vendor Trap by Mark Shonka

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