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Title: This is a game changer!
Review: 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!).
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