Proposition Selling by John Sedgwick

Proposition Selling begins with the idea of selling with the customer in mind. It’s about selling where the salesperson begins by analyzing his or her territory to identify the best opportunities for growth. That requires the salesperson to understand each customer individually and find out how each customer wants his business to grow. It requires the salesperson to earn the right to be seen as a business partner in a business-to-business relationship. The natural conclusion of this process is to ask for, and expect to get, long-term business commitments.