- Gebundene Ausgabe: 174 Seiten
- Verlag: Greenleaf Enterprises Inc (30. Mai 2009)
- Sprache: Englisch
- ISBN-10: 1929774699
- ISBN-13: 978-1929774692
- Größe und/oder Gewicht: 22,3 x 14 x 1,9 cm
- Amazon Bestseller-Rang: Nr. 333.763 in Englische Bücher (Siehe Top 100 in Englische Bücher)
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A Seat at the Table
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Produktbeschreibungen
Kurzbeschreibung
This book delivers another critical tool for connecting with decision-makers to make more and bigger sales. The book offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often. Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from 'salespeople' to 'businesspeople who sell' will earn them a seat at the table - the place reserved for those select people who guide the strategic direction of an enterprise. The book gives practical advice on how to better connect with executives and decision makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
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3 von 3 Kunden fanden die folgende Rezension hilfreich
Selling in the Twenty- First Century
25. November 2009
Format:Gebundene Ausgabe
A Seat at the Table is a book for the ages: A volume of advice designed for the modern salesperson who wants to distinguish himself/herself and offer potential customers cutting -edge service and competitive advantage. This book takes a different approach to selling- an approach that shifts the emphasis away from trying to offer the most product for the lowest price, over to a strategy that involves creating the most value possible for the customer.
Making connections with the people that matter most is important to any salesperson and this book effectively demonstrates what it takes to get your message across to the executives and other decision makers in any business. The executives are the ones who need to be swayed and this book effectively shows how to talk to them and how to prove to them that your product or service will create value for both your company and theirs, creating a win- win situation. Customers nowadays consider value paramount to any buying decision and this book effectively shows how a salesperson can build a partnership with customers that benefits all parties involved.
A Seat at the Table recommends taking several steps to cement the deal and the book offers many different bits of advice for the determined salesperson to follow. The book includes specific questions to ask and even samples of statements to make to a potential customer in order to improve the odds that you, the salesperson, will seal the deal. The book includes some tables and graphs as well, to illustrate key points, and it is written in an outline format, making it easy to refer back to as a reference guide and training tool for salespersons of all ages. I like the format of this book and I like that it includes examples showing exactly what approaches to take in order to complete a sale. Too often, books about selling talk a great talk, but they don't offer enough examples that explain exactly how to carry out the book's message. A Seat at the Table explains everything quite nicely, with solid organization and clear wording.
Selling has changed over the years and today's salesperson needs to approach the sale from a different perspective. The most important lesson to take from this book is that customers nowadays want more than just the best price. Customers want business assistance from the salesperson and they want to know how a particular product or service they purchase is going to add value. Salespeople can achieve this by becoming businesspeople who sell. Doing all of these things will earn the salesperson the much- coveted seat at the table; building a lasting relationship with the customer that provides benefits to all involved.
Making connections with the people that matter most is important to any salesperson and this book effectively demonstrates what it takes to get your message across to the executives and other decision makers in any business. The executives are the ones who need to be swayed and this book effectively shows how to talk to them and how to prove to them that your product or service will create value for both your company and theirs, creating a win- win situation. Customers nowadays consider value paramount to any buying decision and this book effectively shows how a salesperson can build a partnership with customers that benefits all parties involved.
A Seat at the Table recommends taking several steps to cement the deal and the book offers many different bits of advice for the determined salesperson to follow. The book includes specific questions to ask and even samples of statements to make to a potential customer in order to improve the odds that you, the salesperson, will seal the deal. The book includes some tables and graphs as well, to illustrate key points, and it is written in an outline format, making it easy to refer back to as a reference guide and training tool for salespersons of all ages. I like the format of this book and I like that it includes examples showing exactly what approaches to take in order to complete a sale. Too often, books about selling talk a great talk, but they don't offer enough examples that explain exactly how to carry out the book's message. A Seat at the Table explains everything quite nicely, with solid organization and clear wording.
Selling has changed over the years and today's salesperson needs to approach the sale from a different perspective. The most important lesson to take from this book is that customers nowadays want more than just the best price. Customers want business assistance from the salesperson and they want to know how a particular product or service they purchase is going to add value. Salespeople can achieve this by becoming businesspeople who sell. Doing all of these things will earn the salesperson the much- coveted seat at the table; building a lasting relationship with the customer that provides benefits to all involved.
2 von 2 Kunden fanden die folgende Rezension hilfreich
Great Work from a Thought Leader in Sales
6. Juni 2009
Format:Gebundene Ausgabe
Does it make sense to use the same selling strategies with executives that you would use on a manager? Marc Miller (Selling is Dead) makes a compelling argument against it in his new book "A Seat at the Table." The target audience for the book is salespeople who offer complex solutions, which could apply to those who sell consulting, information technology, and other services that may have a long and complex selling cycle. The question is, does the book offer something original? Or is it the same recycled ideas that a billion other authors who happen to own consulting firms put on paper? The answer may surprise you.
There are quite a few key points in "A Seat at the Table" that makes this book genius. Among them are Miller's teachings on how to be viewed as a caring consultant and not just a seller, how he teaches sellers to add value to a prospect's current strategy instead of using tactical selling to sell something the prospect may not even need, and his line of questioning with the acronym FOCAS (Fact, Objective, Concern, Anchor, and Solution questions) that helps you identify pains and connect them to the prospect's strategies and your solutions. A case study includes a look at how Proctor & Gamble became more than just a seller to Wal-Mart and was offered a seat at their executive board meetings to offer real value in regards to other key strategic objectives.
There are a few downsides though. For starters, it takes for granted that buyers are not clever enough to know that salespeople calling themselves consultants are still there to sell, regardless of how well they can align their products or services to the buyers' strategies. The book also instructs readers to stop asking pain questions yet the Concern portion of FOCAS seems to do just that. Finally, it would be nice if the author included sections on how to get a foot in the door and how to deal with price objections once solutions are presented.
The bottom line is this: "A Seat at the Table" distinguishes itself from a lot of the noise and reworded sales books you find on shelves today. Much like he did with "Selling is Dead," Miller has once again proven himself to be a thought leader and strategic thinker in the industry. Sales managers and executives should not only buy this book for their staffs but should seriously consider working with the author's firm if they are searching for a better way to connect to executives when selling complex solutions.
Highly Recommended
Reviewed by Emanuel Carpenter
Author of "Dead Guys Don't Buy"
There are quite a few key points in "A Seat at the Table" that makes this book genius. Among them are Miller's teachings on how to be viewed as a caring consultant and not just a seller, how he teaches sellers to add value to a prospect's current strategy instead of using tactical selling to sell something the prospect may not even need, and his line of questioning with the acronym FOCAS (Fact, Objective, Concern, Anchor, and Solution questions) that helps you identify pains and connect them to the prospect's strategies and your solutions. A case study includes a look at how Proctor & Gamble became more than just a seller to Wal-Mart and was offered a seat at their executive board meetings to offer real value in regards to other key strategic objectives.
There are a few downsides though. For starters, it takes for granted that buyers are not clever enough to know that salespeople calling themselves consultants are still there to sell, regardless of how well they can align their products or services to the buyers' strategies. The book also instructs readers to stop asking pain questions yet the Concern portion of FOCAS seems to do just that. Finally, it would be nice if the author included sections on how to get a foot in the door and how to deal with price objections once solutions are presented.
The bottom line is this: "A Seat at the Table" distinguishes itself from a lot of the noise and reworded sales books you find on shelves today. Much like he did with "Selling is Dead," Miller has once again proven himself to be a thought leader and strategic thinker in the industry. Sales managers and executives should not only buy this book for their staffs but should seriously consider working with the author's firm if they are searching for a better way to connect to executives when selling complex solutions.
Highly Recommended
Reviewed by Emanuel Carpenter
Author of "Dead Guys Don't Buy"
1 von 1 Kunden fanden die folgende Rezension hilfreich
Great info but a fairly tough read
16. November 2011
Format:Taschenbuch
I'm going to keep this short and sweet. I finally finished reading this book and the author really knows his stuff. The book is loaded with great information but to be honest, it was a little boring. Never did I get juiced up or excited to run out and make more sales. Would I recommend this book? Of coarse because the information I received from this book will surely help me improve as a salesman. Like I said, The book is loaded with good info.
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