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A Seat at the Table:How Top Salespeople Connect and Drive Decisions at the Executive Level ReviewA Seat at the Table is a book for the ages: A volume of advice designed for the modern salesperson who wants to distinguish himself/herself and offer potential customers cutting -edge service and competitive advantage. This book takes a different approach to selling- an approach that shifts the emphasis away from trying to offer the most product for the lowest price, over to a strategy that involves creating the most value possible for the customer.Making connections with the people that matter most is important to any salesperson and this book effectively demonstrates what it takes to get your message across to the executives and other decision makers in any business. The executives are the ones who need to be swayed and this book effectively shows how to talk to them and how to prove to them that your product or service will create value for both your company and theirs, creating a win- win situation. Customers nowadays consider value paramount to any buying decision and this book effectively shows how a salesperson can build a partnership with customers that benefits all parties involved.
A Seat at the Table recommends taking several steps to cement the deal and the book offers many different bits of advice for the determined salesperson to follow. The book includes specific questions to ask and even samples of statements to make to a potential customer in order to improve the odds that you, the salesperson, will seal the deal. The book includes some tables and graphs as well, to illustrate key points, and it is written in an outline format, making it easy to refer back to as a reference guide and training tool for salespersons of all ages. I like the format of this book and I like that it includes examples showing exactly what approaches to take in order to complete a sale. Too often, books about selling talk a great talk, but they don't offer enough examples that explain exactly how to carry out the book's message. A Seat at the Table explains everything quite nicely, with solid organization and clear wording.
Selling has changed over the years and today's salesperson needs to approach the sale from a different perspective. The most important lesson to take from this book is that customers nowadays want more than just the best price. Customers want business assistance from the salesperson and they want to know how a particular product or service they purchase is going to add value. Salespeople can achieve this by becoming businesspeople who sell. Doing all of these things will earn the salesperson the much- coveted seat at the table; building a lasting relationship with the customer that provides benefits to all involved.
A Seat at the Table:How Top Salespeople Connect and Drive Decisions at the Executive Level Overview
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