Value Forward Selling: How to Sell to Management

by Paul R. Dimodica

Book Overview

"This is probably the very best book ever written to show you exactly the steps you need to take to sell at the highest level possible in any organization. It shows you how to get appointments with... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 193359831X
• ISBN13: 9781933598314
• Release Date: April 2006
• Publisher: Johnson & Hunter
• Length: 408 Pages
• Weight: 1.41 lbs.
• Dimensions: 0.9" x 9.2" x 6.1"

Customer Reviews

Great niche book

This book belongs in your library if you call on or would like to call on "C" level and SVP level contacts. It is far better than "Getting to VITO" or "Secrets of VITO" which I found to be almost without value. (I do like "Selling to VITO.") The book lacks some professionalism in it's writing style but it's not bad enough to make the book unreadable. This book contains both sample languaging you can build from and the basics of formulas from which you can create your own messaging. It is well worth the money.

Elevating Sales to a Strategic Art

Wipe away the drudgery of sales. Paul has taken the realm of sales to a whole new level. Sales are revealed as an exciting art of demonstrating value by connecting with the strategic pulse of an organization. Solid, repeatable techniques are underscored by instilling readers with a passion to reach the wallets of key decisions makers by catalyzing their imaginations. Paul shows how sales can become a continuous cycle of revenue and value which are tightly interwoven with one another. This is an important book not only for sales professionals but anyone looking to be influential and to contribute mission critical value to their organizations.

Value Forward Selling will move your career forward

Value Forward Selling, Paul DiModica There are a few sales books that focus on selling to top management. None take the step-by-step approach that Paul DiModica does. This isn't a dull, text-heavy tome that will put you to sleep. Instead, Paul sets up selling situations and then shows the reader exactly how to function successfully in that situation. The greatest point made is one of attitude: How do you become a peer in the boardroom instead of a vendor waiting in the hall? Paul takes you through all the steps along the way to that enviable position. If you're in sales, you must read this book. Pam Lontos - President, PR/PR Public Relations

Value Foward Selling-Great Information

I've read lots of different books and many different strategies on how to sell, but if your really looking to sell management this is the key one. I've taken seminars before from other companies and read their books but this is the only one that really teaches you how to sell into management. No fluff, but tactical information on speaking the right language to senior executives!

Value Forward Selling Review

"Value Forward Selling" clearly explains how sales people can quickly and uniquely position the business value of the solutions they provide to senior executives within prospect firms. The book describes the specific strategies and tactics required to position the sales person as a business peer with these executives. The techniques presented in the book are very effective and contain the most comprehensive step by step approaches offered among the dozens of sales books I have read over the past 3 years.