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HomeShop at BookSurgeMedicalSurgeryThe House & the Cloud: Building a Compelling Value Proposition using Risk Awareness to Sell Technology |
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| Customer Reviews: | | Average Customer Review:
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A Must Read! Jul 29, 2009
I would highly recommend this book. While the author is clearly an expert in security, technology and risk mitigation, I found principles in this book to be applicable for sales people in all industries. The book outlines reasons why any buyer would choose to make a purchase, great questions to ask to differentiate you from the competition, how to build an effective value proposition and ultimately how to put more commission dollars in your pocket. If you want to grow your sales line, then read and implement the ideas in this book.
Well Done Oct 27, 2007
This book does a great job of identifying the challenges that need to be overcome when selling security solution. In addition, it provides strategic and tactical methods that can be used to sell solutions that will be valued by customers to solve business problems.
Great insight! Sep 06, 2007
This book does a good job illustrating both the right and wrong ways to sell security products and services. As you read, you'll find yourself evaluating how you're talking to your clients about security. Even after successfully selling security products and services for several years, I found myself incorporating many of David's ideas into my current processes.
Touchdown! Aug 20, 2007
There are tons of books and articles written on security and technology in general; but Mr. Stelzl in my opinion has gone the extra yard to explain how people buy and sell the stuff. As an HP sale rep, I was impressed with Stelzl's understanding of my customers underlying needs and true concerns about security. The book help me understand how to craft my technology message in ways that I had never thought of. I've read many sales books; but this one helped me understand the perspective of the buyer and what their motivations were. Bottom line, I now apply a security message to every sales presentation I make regardless of the technology. Read this book if you want to move from the JV team to the varsity team. Thanks
Effective strategies for selling security at a high level Aug 07, 2007
Dave's book rises to the top of my sales reading list. His mastery of what is important at the executive level and how to have a relevant conversation is layered throughout the book. The book is filled with great practical advice, stories, and examples. It provides solid theory but gives practical examples that can be easily implemented even by those of us who have no sales experience. I highly recommend this book for anyone looking to sell security and risk mitigation techniques a high level.
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