Recommended Books

Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value–i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. This book discusses VALUE. Value is not what you put INTO your products and services, it is what the customer GETS OUT. Three qualifiers of value are how much, how soon, and how sure–these are what the customer needs to know. In summary, this is highly recommended for every company that sells products and/or services.