September 12th 2022
Strikingly Different Selling. Dale Merrill & Scott Savage
Strikingly Different Selling. Dale Merrill & Scott Savage. 2022. ISBN 9781642504873. The two authors are two high performing experienced sales people with the Franklin Covey organization. The book is very useful to all levels of B2B sales people, marketers and managers. They layout very different ways of selling which complement good practise. The first part of the book shows good ways to capture the reader’s attention using metaphors of billboards, movie trailers, flashbacks and flashforwards (I.e. present status and future status). There is one of the clearer statements of differentiation (How does your client see that you are different, since they buy on differences?) with good examples and ideas. This is well worth getting the book for this. They go on to show good selling practices during all parts of the sales. Excellent resource and well worth the read.
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