"Success in the consultative sale is all about creating customer value from every
"It’s probably the ‘how’ contained in these pages that makes the deepestimpression.
Any book can theorize on the ‘what’, but here we see the authors going one better to
explain steps that bring it all together, using contemporary examples from around the world."
"The tools covered in this book will help any sales person who is
wanting to make the shift from a traditional to a consultative
approach and ultimately towards becoming a trusted advisor."
"Dugdale and Lambert have written a thoughtful, practical book that
everyone learning how to sell complex services should read and which
experienced sellers should read as a refresher and enhancer of their skills."
Rain Making: Attract New Clients No Matter What Your Field
“The tools provided by IOWEU within this book have provided a framework
from which we developed the adidas’ customer relationship strategy
and assisted in the development of “best-in-class” sales professionals.”
“Every now and then, you read a book that turns
accepted wisdom on its head and shows a new way.
This is one of those books.”
“We have been using the tools discussed in this book
for some time and they have had a significant impact
on the confidence and ability of out people to sell.”
“The benefits of using the tools in this book are coming back
to me in the way of shorter sales cycles and a real and
deeper understanding of my customer’s true needs.”
