A compilation of over 20 years of practical sales experience, combining marketing, selling, and presentation skills to help sales teams move from selling products to advising clients. (Note: This book was specifically written to those selling technology solutions and may not be as applicable to other types of selling). Sales are limited by the value you demonstrate in those initial meetings. This book provides step by step guidance on how to create and demonstrate the value needed to close business at the buyer level. You will find practical wisdom on: - Setting up meetings and accessing buyers - Tips on successful educational marketing events - Insights on using assessment and discovery - Guidance on writing proposals that win - How to set more profitable fees - Clear strategies on negotiation tactics