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Beyond Selling Value by Dan Kosch and Mark Shonka (2002, Trade Paperback)

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."

Book Title
Beyond Selling Value
Number of Pages
304 Pages
Language
English
Publication Year
2002
Topic
Customer Relations, General, Sales & Selling / General, Economics / Theory
Illustrator
Yes
Genre
Business & Economics
Author
Mark Shonka, Dan Kosch
Format
Trade Paperback

Dewey Edition
21
Reviews
"The pyrotechnic prose of Alex Lemon's memoir creates an electrifying portrait of a body in crisis, and the way the soul is inexorably, reluctantly, dragged along.... If ever a book was written in blood, it is this one."-- Nick Flynn, author ofAnother Bullshit Night in Suck City
Lccn
2002-006508
Target Audience
Trade
Dewey Decimal
658.8/1
Lc Classification Number
Hf5438.25.S53 2002
Copyright Date
2002

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