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

By Mark Shonka

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 expert depended on evaluating product gains and merits, low costs, and competitive closings. this day, a brand new vernacular is rising to explain revenues good fortune.

Selling worth. promoting as a method. Being greater than a seller. expanding margins. Making rate beside the point. profitable executive-level credibility. developing aggressive immunity. those are the watchwords riding the twenty first century revenues expert. the place demanding situations abound, notwithstanding, actual options stay scarce.

Breaking out of the ''vendor trap'' calls for not anything wanting a wholesale rethinking of what it skill to promote price. Salespeople needs to reevaluate the categories of possibilities they pursue, how they plan debts, what they know about their consumers, and the extent of purchaser they’re prepared to promote to. one of these innovative swap 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 approach defined in past promoting price.

Featuring good fortune tales culled from dozens of real-life promoting demanding situations, past promoting worth takes the reader out of the area of dry, textbook promoting and onto the company entrance traces. utilizing those battle-tested ideas as a consultant, past promoting price walks readers via each level of the revenues method, from concentrating on the proper buyers via offering a strategic enterprise method to the administrative- point selection maker-that one elusive individual within the shopper association who's really located to shop for worth.

Along the best way, readers study the simplest how to:

• assemble serious intelligence concerning the customer’s enterprise.

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

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

• identify long term company relationships the place you're employed heavily with determination makers.

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

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

Example text

It’s cash. Surprising, but true. We had a client who was selling to American Express, and he tells this story. ” The coach stopped him and said, “Actually, that’s not true. Be careful. This is a very important point. Only 17 percent of all financial transactions are made on credit. Our top competitor is not Visa or MasterCard. ” That’s one example of an assumption that we might make, especially if we’ve been working with a customer for a while, or even if we haven’t. Watch out for such assumptions as you’re doing your research.

WHY DO RESEARCH? Let’s take a look at the three key benefits research offers sales professionals using this process: 1. Credibility. Time and again, sales professionals using the process have leveraged the quality and depth of their research to blow away upperlevel decision makers. ” Good research also gives you a level of credibility in the decision maker’s eyes that will prove crucial when you propose a strong business relationship with that customer’s organization. 2. Professionalism. Effective, applied research is also key to elevating your own level of professionalism.

The rep began by sharing what Superior had learned about the financial institution. Next, the rep talked about Superior and why, based on their understanding 26 Bare Bones and Brass Tacks of the bank’s business, Superior could become a strategic resource. Given this start, the presentation was much more powerful. They put it in context. They wrapped up with the business fit. ” By this time, the executive no longer saw Superior as a mere check printer. He looked at them as a business resource. And that’s probably the essence of selling value, something we can all appreciate.

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