Value focused selling: Australian inspiration

For anyone queasy about "selling" I have great news.  Through my colleague Heather Carine in Australia (www.carineresearch.com.au), I have had the pleasure of reading Robyn Haydon's outstanding book The Shredder Test (see www.winningwords.com.au).  Robyn's book, detailing how to write a winning sales proposal, is a joy to read - clear, down to earth, and pointed!  For those wanting a powerful step up in the impact of their sales proposals, reading Robyn's book will be an eye opener.  Why do I like it so much?  Because it focuses on what the client needs to hear.  Robyn's book shows how a sales proposal is indeed a service to the potential client in showcasing the ways in which proposed initiatives may succeed.  We information professionals, though we are not selling products or engineering projects, will benefit from the sharp instructions made in Robyn's book through the reinforcement that selling is a service when it is done properly.

Naturally, I swapped Robyn a copy of my Business Cases for Info Pros: Here's Why, Here's How (http://books.infotoday.com/books/BusinessCasesforInfoPros.shtml).  We focus on different client scenarios  but we believe in the same principles ... thanks to Heather for making the connection.