Beyond Selling Value: A Proven Process to Avoid the Vendor Trap and Become Indispensable to Your Customers
| By: | Mark Shonka, Dan Kosch |
| Publisher: | |
| Media: | Paperback |
| Availability: | Usually dispatched within 13 to 14 days |
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Amazon Customer Reviews
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:
In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"
The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response? The response by Shonka was -- silence. Otherwise, of course, it's a great book.
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
This is a game changer!
Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.
I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.
The customer was blown away.
He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.
I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.
I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.
This essential for anyone who sells value (or thinks that they do!).
Excellent read!
This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.
A tactical in-the-trenches approach for B2B selling
Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.
Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:
1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.
2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.
3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.
Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).
4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.
IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.
Michael Webb
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