We are a niche custom parts machine shop. "Where Price Never Matters" opened our eyes to selling our strengths, not price.
After 9 months we have close to the same volume but substantially higher margins.
The book, and the help of Phil Parks, has helped us be the #1 in our market.
After reading "Where Price Never Matters" I decided to experiment a little. And the experiment is no longer an experiment. Along with the help of Phil Parks, my new relationship sales approach has elevated me to #2 on the sales team, from middle of the pack.
Now everyone on our sales team has read the book and my early advantage is over. But,, I am still killing it and my boss sees me differently. Now I am the "go to expert" on how to increase sales.
DF, Midwest Region
Although we sell to the government, which = lowest price, "Where Price Never Matters" opened your eyes on how to be the lowest price bid, make money and be the favorite distributor for our vendors.
While I don't want to offer up our "Secret Sauce Formula" I will say that we have invested heavily in becoming the company that the government looks to in our market. Nothing beats having a winning strategy.
In a market with low barrier to entry, we are winning! And we are known to have the Key Success Factors with our vendors.
PN, Government Sales