A thought-provoking sales alternative that may appeal to forward-thinking sales managers.
A debut philosophical treatise on selling that challenges commonly accepted sales principles.
Consider a sales situation in which a salesperson guides a prospective buyer into accepting and embracing change—but doesn’t mention the product or service being sold. Many salespeople would reject it outright, but according to Knecht, “differentiation selling”—a concept he developed after extensive research—can lead to sales success for services and solutions in competitive markets. This pamphlet-sized work first lays out differentiation selling’s philosophy, and then demonstrates it in action. The basic premise is that a salesperson’s role is to guide a prospective client “to question decisions made in the past” because the individual “needs to negotiate with himself or herself. The value of your solution becomes apparent when it is compared with the alternatives: your unique buying proposition comes to the fore.” Salespeople comfortable with traditional sales pitches may find such a consultative approach difficult to swallow, and that’s why Knecht’s examples prove valuable, as he offers a list of actual “process-oriented questions” to ask prospective buyers, along with situational dialogue. He includes an extensive bibliography to help support his unconventional way of thinking, and his own writing is clear, direct and to the point, his message appropriately short and easy to read. In the end, differentiation selling comes across as not merely a novel sales technique, but as an intriguing sales philosophy, even if it may be antithetical to how most salespeople operate. As such, although differentiation selling may seem refreshingly sensible to some readers, it may be a hard sell for others.
A thought-provoking sales alternative that may appeal to forward-thinking sales managers.Pub Date: Aug. 12, 2012
ISBN: 978-9081599443
Page Count: 86
Publisher: René Knecht
Review Posted Online: April 30, 2013
Review Program: Kirkus Indie
Stricter than, say, Bergen Evans or W3 ("disinterested" means impartial — period), Strunk is in the last analysis...
Privately published by Strunk of Cornell in 1918 and revised by his student E. B. White in 1959, that "little book" is back again with more White updatings.
Stricter than, say, Bergen Evans or W3 ("disinterested" means impartial — period), Strunk is in the last analysis (whoops — "A bankrupt expression") a unique guide (which means "without like or equal").Pub Date: May 15, 1972
ISBN: 0205632645
Page Count: 105
Publisher: Macmillan
Review Posted Online: Oct. 28, 2011
Kirkus Reviews Issue: May 1, 1972
This is not the Nutcracker sweet, as passed on by Tchaikovsky and Marius Petipa. No, this is the original Hoffmann tale of 1816, in which the froth of Christmas revelry occasionally parts to let the dark underside of childhood fantasies and fears peek through. The boundaries between dream and reality fade, just as Godfather Drosselmeier, the Nutcracker's creator, is seen as alternately sinister and jolly. And Italian artist Roberto Innocenti gives an errily realistic air to Marie's dreams, in richly detailed illustrations touched by a mysterious light. A beautiful version of this classic tale, which will captivate adults and children alike. (Nutcracker; $35.00; Oct. 28, 1996; 136 pp.; 0-15-100227-4)
Pub Date: Oct. 28, 1996
ISBN: 0-15-100227-4
Page Count: 136
Publisher: Harcourt
Review Posted Online: May 19, 2010
Kirkus Reviews Issue: Aug. 15, 1996
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