You have a great offering at a competitive price, but it is complex and requires your prospects to make a large investment, so the sales process is lengthy and complicated – that’s what it takes to offer ideas, build value, sell the ROI, and close the business. Not to worry. All you have to do is get noticed, demonstrate how your offering resolves important issues for potential customers and how your fit, features and benefits, value and ROI beat the competition. Right?
Right, say Steve Carson and David Connaughton, but exactly HOW will you do this in today’s intensely competitive world? This 175 page book and its companion toolkit demystify the step-by-step process that can make any motivated sales person into a star business generator.
It also provides insights into the way sophisticated buyer’s think about their business, providing just enough fluency in Lean / Six Sigma, metrics, finance , and change management to make you a creative trusted advisor with an edge on the competition.
This is the book that belongs close at hand for every sales opportunity.
