Value Forward Selling: How to Sell to Management

by Paul R. Dimodica

"This is probably the very best book ever written to show you exactly the steps you need to take to sell at the highest level possible in any organization. It shows you how to get appointments with the right people, position yourself properly, make effective presentations and do more business than you ever dreamed possible." Brian Tracy, Brian Tracy International When sales executives say, "we have great service," "we are customer centric," or "our offerings are the best," - they just sound like their competition. When sales executives market and sell like their competitors - they become identical to their competitors . . . and they have to price their product or service equal to or less than their competitors. Value Forward Selling focuses on a premeditated approach in which sales, marketing, and strategy are integrated into one outbound-revenue capture program. This book trains salespeople of all experience levels how to become a peer in the boardroom, instead of a vendor waiting in the hallway. Whether you are just starting your sales career or you are an experienced sales executive - the techniques provided in this book will enhance your skills and enable you to communicate value up front, find clients, shorten your sales cycle, present like a pro, and close deals.

Genres: Business

416 pages, Paperback

First published April 3, 2006

Reviews

[S.A. · Rating 4 out of 5]

This practical book full of uncommon common sense offers an extremely valuable insight into effective selling techniques, especially useful for small businesses dealing with large ones.

At least, I hope it's going to be effective - I'll find out when we implement DiModica's thinking in our sales team....