Customer Reviews

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

5 star:		(16)
4 star:		(4)
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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

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.

I love the IMPAX process! I was first introduced to it a year ago. Since then I have used it to make over a dozen sales presentations, with fantastic results.

I was excited when I heard that Shonka and Kosch were writing a book as I was looking forward to a refresher and a chance to get a deeper understanding of the IMPAX process.

The book exceeded my expectations. There were new stories, additional insights into the philosophy and practice of the IMPAX sales process. A plus were the examples and checklists designed to kick start the readers thinking. I found it an easy read, the chapters are short, focused and kept my attention.

Beyond Selling Value has all the details stories and logical flow that will make it easy for someone new to the IMPAX process to very quickly begin using it to improve their sales. It also makes a great refresher for people who have seen IMPAX before. I thoroughly recommend it.

I have just finished reading Beyond Selling Value and I loved it. It is the first book on selling that I have read that really got beyond the high level strategies and brought it down to the "how-to's". I really appreciate the sound logical thinking and the easy to follow tactics. I also appreciate the interesting anecdotes from their customers real-life experiences in applying the IMPAX Sales Process.
This is a process that will work. I encourage you to read it and to start winning more business today!

This is an invaluable process for anyone working directly with customers, who needs to sell value beyond their products and services. A step-by-step methodology which you can apply over and over again in new or existing business relationships. Using the process helps me focus on doing the little things which differentiate me in the eyes of my prospects and customers.

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!

As I read Beyond Selling Value, I was completely consumed by the content. Our company has faced all the typical challenges - "product and priced focused", "a perceived commodity", and "just like our competition". The IMPAX sales process is exactly what we've been looking for! My thanks to the authors for spending the time to talk tactics instead of theories - information that can be used immediately! Our sales teams will only get stronger with these new strategies.

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.

I have read a lot of sales books and have attended more than my share of sales training seminars. Seldom have I seen content that is clearly written by sales people, for sales people. The anecdotal information brings to life behaviors that are "how to" steps rather than "one should always" general recommendations... real examples rather that philosophies about what should work. This tactical approach sets Beyond Selling Value apart and answers a lot of tough questions where others have failed to go.

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.