The title “A Seat at the Table” written by Marc Miller suggests his own styled paradigms of selling, the mechanisms which are formed on an entirely diverse approach to selling; that is based on an easy notion. Primarily, the punters care about value of product or stuff. Once again, no cost, no product utility, yet the value of the product or gadget the client require.
For sales force, the exercise is tedious, as this demand maneuvering to sell the stuff at a reasonable price. We understand and accept that the punters are only taking care for the worth of any stuff. So the worth or value means many assorted things, basing on the client’s demands.
Let us discuss in some more detail about the value or worth; it means understanding, knowledge, brainstorming, idea and analytic support and so on.
As we go ahead by reading the book, we come across that there is one additional terminology, such as ‘strategic’. A client’s requirement for value, he is practically stating a requirement for “strategic support”.
In case we may come across and found the cliché of successful sales, then we would be truly assisting the punters, and this needs to be further assessed that, whether today’s sales workforce can sufficiently extend strategic assistance.
A New Enemy – a part of Miller’s book, narrates a research undertaken for a larger number of punters of a mega Fortune 500 company. On our enquiry to judge the sales workforce, with respect to their ability to lend the strategic support, the punters gave it a rating of 4.1 on an index of 10.
No doubt, Marc Miller’s book is written in a very well manner and very impressive. It is truly a best guide for sales professionals. I would truly suggest for reading it:
Title: A Seat at the Table
Author: Marc Miller
Publisher’s URL: www.greenleafbookgroup.com
Price, Publication Date: USD 19.95, 2009
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