Rating: 
Summary: Great Read!
Review: I thought this book was excellent. The suggestions and theories equipped me with the tools I need to boost my confidence when selling. I recently used an 'IMPAX' presentation and got the deal!!! I am so thankful that I found this book. It really gave me a whole new outlook on how to reposition the way I sell in such a competitive environment.
Rating: 
Summary: The critical question author Shonka choose not to answer
Review: 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.
Rating:
Summary: Mark and Dan understand...
Review: Mark and Dan have a clear understanding of what it takes to differentiate one sales approach from another in these difficult times. The differentiation MUST be based on the best possible understanding of the client's real business objectives and strategies -- and the proposal that best understands and leverages the client's business objectives will win every time! Congrats on getting your principles so clearly articulated in this book, gentlemen!
Rating:
Summary: Mark and Dan understand...
Review: Mark and Dan have a clear understanding of what it takes to differentiate one sales approach from another in these difficult times. The differentiation MUST be based on the best possible understanding of the client's real business objectives and strategies -- and the proposal that best understands and leverages the client's business objectives will win every time! Congrats on getting your principles so clearly articulated in this book, gentlemen!
Rating:
Summary: A Super How-To Book on Strategic Selling!
Review: Most companies are under incredible pressure to join the herd, and "your product is a commodity" is a mantra on the lips of many of our customers. Beyond Selling Value delivers the tools and processes that your company needs to set it apart from the crowd. Chock-full of stories that illustrate each key concept, this book lays out a step-by-step roadmap that will help you win customers for all the right reasons. Unlike many similar books, Beyond Selling Value has a nice balance of material - conceptual explanations, stories, and clearly-written how-to instructions. You will find this book both readable and useful, if you are in sales (or run a business, as I do). This is just a super book - as I read it, I found myself saying "I can't wait to do this!" Not only are the concepts and processes laid out elegantly, but the highly relevant stories do a great job of supporting the key points. I will definitely be sending copies of this book to my clients! As sales has gotten more and more competitive in my industry, I have found it incredibly useful to use Dan and Mark's process to sell my company's services. Simply put, there is amazing correlation between sales people using these processes and their success in the marketplace. This book has definitely helped put more money on the bottom line for my company!
Rating:
Summary: A Super How-To Book on Strategic Selling!
Review: Most companies are under incredible pressure to join the herd, and "your product is a commodity" is a mantra on the lips of many of our customers. Beyond Selling Value delivers the tools and processes that your company needs to set it apart from the crowd. Chock-full of stories that illustrate each key concept, this book lays out a step-by-step roadmap that will help you win customers for all the right reasons. Unlike many similar books, Beyond Selling Value has a nice balance of material - conceptual explanations, stories, and clearly-written how-to instructions. You will find this book both readable and useful, if you are in sales (or run a business, as I do). This is just a super book - as I read it, I found myself saying "I can't wait to do this!" Not only are the concepts and processes laid out elegantly, but the highly relevant stories do a great job of supporting the key points. I will definitely be sending copies of this book to my clients!
Rating:
Summary: How to Sell the Big Deal
Review: This book showed me ways to sell the big companies. I understand basic selling and felt I could use those skills for the more complex sale. There is more to it. This book showed me the "how" to successfully complete a complex sale with a step by step process. I can't wait to try the skills out.
Rating:
Summary: Excellent for Sales and other Professionals
Review: This is an excellent and clearly written book intended for the Sales Professional. The authors purposely reiterated certain key concepts that for me was a detractor, but for some one new to the subject they are talking about may not be. Taking the authors process in components, there is nothing truly new here. What is new is the process they propose? The tieing together of the different elements to develop critical information to determine a business fit between the customer and your organization and presenting that to the key decision maker. Again, nothing technically new, but well presented in a well designed process of gathering data to prepare for research interviews with people in the customer's organization to gain the necessary coaches and insight to prepare a presentation to the decision maker. Though this process is designed for the sales professional, it is useful for others. How many managers, engineers, accountants, etc, need to propose business solutions, initiatives, or other major projects to senior managers? Many I would suppose. This is an excellent process (with minor adjustments for internal use) for you too. Basically how to present a project top gain the attention and support of a decision maker. I can not make a personal testamonial to any success using this process at this time, but am planning to.
Rating:
Summary: Excellent for Sales and other Professionals
Review: This is an excellent and clearly written book intended for the Sales Professional. The authors purposely reiterated certain key concepts that for me was a detractor, but for some one new to the subject they are talking about may not be. Taking the authors process in components, there is nothing truly new here. What is new is the process they propose? The tieing together of the different elements to develop critical information to determine a business fit between the customer and your organization and presenting that to the key decision maker. Again, nothing technically new, but well presented in a well designed process of gathering data to prepare for research interviews with people in the customer's organization to gain the necessary coaches and insight to prepare a presentation to the decision maker. Though this process is designed for the sales professional, it is useful for others. How many managers, engineers, accountants, etc, need to propose business solutions, initiatives, or other major projects to senior managers? Many I would suppose. This is an excellent process (with minor adjustments for internal use) for you too. Basically how to present a project top gain the attention and support of a decision maker. I can not make a personal testamonial to any success using this process at this time, but am planning to.
Rating:
Summary: Must reading for sales and marketing professionals
Review: This is an excellent book for anyone actively developing business. Lucid, concise, easy-to-read, stimulating, informative and up-to-date - it should be a must-read for business scholars and essential to those who have long-since departed from formal education. Even those who think they are succerssful in sales can reap great rewards from reading this book. It should become a training tool in every organization large and small to be read by associates throughout the organization - because everyone is in sales no matter their title. The authors are on target with what it takes to be successful in sale & marketing in today's ever competitive sometimes bloodthirsty world without borders. Their book is going to be a permanent reference in my library.
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