Sales on a different level
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Description
Book Introduction
“Customers buy performance, not price.”
In the AI era, the one sales strategy that moves customers' hearts.
"Sales Beyond the Class" is a book that clearly defines the true "value" customers desire and presents practical strategies at the center of the rapid change from the pandemic era to the AI era.
Based on his extensive experience in domestic sales and corporate training, author Park Ju-min redefines the role of salespeople in today's era from mere sellers to "trusted business advisors."
Today's customers don't want simple information or price competition.
Now, customers choose salespeople who can resolve the discrepancy between their reality and their desired outcomes—people who deliver fulfillment.
To this end, the author suggests three key elements for sales success: 'looking at things differently (perspective), learning broadly (insight), and executing precisely (strategy).'
“Customers no longer want too much information.
“Customers want curated knowledge so they can make their own decisions.”
Part 1 delves into customer purchasing psychology and shows the perspectives salespeople must have in a changing market environment.
Part 2 explores why salespeople need to grow through learning, career development, and expanding their thinking beyond the boundaries of sales.
Part 3 provides specific guidance on how to execute strategic sales based on real-world complex sales scenarios for each industry.
This book goes beyond short-term sales techniques and presents the core principles of sustainable, long-term relationships that are mutually beneficial to customers.
This is a must-have practical guide for sales organizations, leaders, and all business practitioners seeking growth.
In the AI era, the one sales strategy that moves customers' hearts.
"Sales Beyond the Class" is a book that clearly defines the true "value" customers desire and presents practical strategies at the center of the rapid change from the pandemic era to the AI era.
Based on his extensive experience in domestic sales and corporate training, author Park Ju-min redefines the role of salespeople in today's era from mere sellers to "trusted business advisors."
Today's customers don't want simple information or price competition.
Now, customers choose salespeople who can resolve the discrepancy between their reality and their desired outcomes—people who deliver fulfillment.
To this end, the author suggests three key elements for sales success: 'looking at things differently (perspective), learning broadly (insight), and executing precisely (strategy).'
“Customers no longer want too much information.
“Customers want curated knowledge so they can make their own decisions.”
Part 1 delves into customer purchasing psychology and shows the perspectives salespeople must have in a changing market environment.
Part 2 explores why salespeople need to grow through learning, career development, and expanding their thinking beyond the boundaries of sales.
Part 3 provides specific guidance on how to execute strategic sales based on real-world complex sales scenarios for each industry.
This book goes beyond short-term sales techniques and presents the core principles of sustainable, long-term relationships that are mutually beneficial to customers.
This is a must-have practical guide for sales organizations, leaders, and all business practitioners seeking growth.
- You can preview some of the book's contents.
Preview
index
Part 1 / Perspective: Understanding the Essence of Sales
PART 1: MOVING YOUR CUSTOMER'S HEART
Customers prefer people who understand them deeply.
1. How to keep customers coming back to you ①
2. How to keep customers coming back to you ②
3 Customers only purchase when they perceive a discrepancy between reality and desired outcomes. ①
4 Customers only buy when they perceive a discrepancy between reality and desired outcomes. ②
Customers are drawn to people who pay attention to details.
1. High-Performers' Differentiated Customer Approach
2 If you want to persuade customers well
3. Get advice on how to win customers over
4. How to meet increasingly demanding and diverse customer demands
Customers choose those who deliver.
1 The illusion of thinking you know your customers well
2 Your customers don't want more information
3 Beware of reverse marketing in sales!
PART 2: EXECUTE YOUR RESULTS
Sales success begins with making appointments.
1. The true beginning of all sales is making an appointment (Sabo contribution)
2. Why Cold Calling is Important to Generation MZ Sales Representatives
3 Useful Skills to Know When Making Cold Calls
An attempt without a strategy is a waste of time.
1. Sales is not about luck or pushing.
2 What is strategy in sales?
3. A balance of good strategy and good tactics
Customers buy value, not price.
1. Differentiate Your Sales
2 Our product is too expensive, how can we sell it?
3 The key is to show value worth paying for.
4 How to Unblock Your Sales Channels
5 Misconceptions About Relationship Selling
6 B2B Sales Training Misconceptions and Truths
PART 3.
Transform your organization through leadership
A strong sales organization is different from the start.
1 How is specialization in a sales organization established?
2. Building a Winning Sales Organization
A customer-centric leader is at the heart of the company.
1. Sales leadership is a microcosm of management leadership.
2 Sources of Leadership
3. Sales Forces' Difficulties
Competitive advantage is sustained by talent acquisition.
1. What kind of employees would be good to assign to the sales department? ①
2. Which employees would be good to assign to the sales department? ②
3 Competitive Advantages
Part 2 / Insight: Pursuing Excellence in Various Areas of Life
PART 1: Grow through substance and reflection
Ultimately, skill leads to growth.
1. Weaknesses of a career in a large corporation
2. There is skill and growth in pause.
3 Two Strategies for Finding the Truth
4 If you want to be more creative and good at your job
5 Universal Principles of Mastery
Attitude makes your skills shine
1 Excellence and professionalism
2 Pro is good
3. Subtract, don't add.
4. Respond to changing things with unchanging values.
5 Don't look at the business card, look at the role and attitude.
Self-directed learning brings intelligence.
1. Learning Mindset Discovered from Singer Sohyang
2. Developing emotional regulation skills
3 Misconceptions About Smart and Intelligent People
4. How can I give a good lecture or presentation?
5 Life becomes tiring when you can't distinguish between facts and perceptions.
PART 2.
Develop and sustain your career
A career is about developing fundamental competencies.
1 In the AI era, where and how are sustainable career skills created?
2 Who pays my salary?
3 About core competencies
4 Secrets to High Efficiency and High Performance
5 Conditions under which B can become A
A unique self is created through a differentiated career.
1. Why you must pursue the best value
2 Work-life balance is wrong, to find happiness at work
3 Why should you become a hidden champion?
4 You have to play in the big water too
5 Sewage vs.
master
A true career allows you to move forward without fear.
1. About Sol.ka.mal Leadership
2 Your true abilities will be revealed when you stand alone after retirement.
3. Job?·? Previous job vs.
Sole Proprietorship: What to Consider First
4. What communication skills are required of instructors in this changing era?
5 Ways to Overcome Fear and Overcome Adversity
PART 3.
Develop future-leading thinking skills
Competitiveness is strengthened through extensive market learning.
1 Samsung series ①: How is customer value realized?
2 Samsung series ②: Samsung Semiconductor's crisis, caught in an innovative dilemma
3 Samsung series ③: It is very difficult to know something properly.
4 Can everyone succeed if they do it like Patagonia?
A great strategy is ultimately completed by excellent human insight.
1 The ultimate competitive strategy is not to compete.
2 Perhaps action is more important than leadership
3. AI Utilization Midterm Review: New Thoughts
4 How helpful are the research cases and tools?
A unique competitive edge is developed by thinking differently from the majority.
1 What is a true expert?
2. Writing skills, book writing skills, content production skills
Can you do it while enjoying 3 days?
4 Let's leave behind the view that being busy is a virtue.
Part 3 / Strategy: Implement a Precise, Complex Sales Process
1. An Intrinsic Approach to Successful Sales
2 The Essence of B2B Sales and the Lifeline to Success
3 Practical Goals of Strategic Selling
4. Helping you understand the capabilities of complex sales execution
5 Prerequisite Learning: Industry-Specific Complex Sales Scenarios
6. Sales that win the battle but lose the war
7 The First Key to Successful Composite Sales
8. You need to be able to sense crises to create opportunities.
9. Achievement is just the beginning; fulfillment completes the deal.
10 Uncover Hidden Partners for Strategic Partnerships
Epilogue | The Irreplaceable Conditions of Sales in the AI Era
PART 1: MOVING YOUR CUSTOMER'S HEART
Customers prefer people who understand them deeply.
1. How to keep customers coming back to you ①
2. How to keep customers coming back to you ②
3 Customers only purchase when they perceive a discrepancy between reality and desired outcomes. ①
4 Customers only buy when they perceive a discrepancy between reality and desired outcomes. ②
Customers are drawn to people who pay attention to details.
1. High-Performers' Differentiated Customer Approach
2 If you want to persuade customers well
3. Get advice on how to win customers over
4. How to meet increasingly demanding and diverse customer demands
Customers choose those who deliver.
1 The illusion of thinking you know your customers well
2 Your customers don't want more information
3 Beware of reverse marketing in sales!
PART 2: EXECUTE YOUR RESULTS
Sales success begins with making appointments.
1. The true beginning of all sales is making an appointment (Sabo contribution)
2. Why Cold Calling is Important to Generation MZ Sales Representatives
3 Useful Skills to Know When Making Cold Calls
An attempt without a strategy is a waste of time.
1. Sales is not about luck or pushing.
2 What is strategy in sales?
3. A balance of good strategy and good tactics
Customers buy value, not price.
1. Differentiate Your Sales
2 Our product is too expensive, how can we sell it?
3 The key is to show value worth paying for.
4 How to Unblock Your Sales Channels
5 Misconceptions About Relationship Selling
6 B2B Sales Training Misconceptions and Truths
PART 3.
Transform your organization through leadership
A strong sales organization is different from the start.
1 How is specialization in a sales organization established?
2. Building a Winning Sales Organization
A customer-centric leader is at the heart of the company.
1. Sales leadership is a microcosm of management leadership.
2 Sources of Leadership
3. Sales Forces' Difficulties
Competitive advantage is sustained by talent acquisition.
1. What kind of employees would be good to assign to the sales department? ①
2. Which employees would be good to assign to the sales department? ②
3 Competitive Advantages
Part 2 / Insight: Pursuing Excellence in Various Areas of Life
PART 1: Grow through substance and reflection
Ultimately, skill leads to growth.
1. Weaknesses of a career in a large corporation
2. There is skill and growth in pause.
3 Two Strategies for Finding the Truth
4 If you want to be more creative and good at your job
5 Universal Principles of Mastery
Attitude makes your skills shine
1 Excellence and professionalism
2 Pro is good
3. Subtract, don't add.
4. Respond to changing things with unchanging values.
5 Don't look at the business card, look at the role and attitude.
Self-directed learning brings intelligence.
1. Learning Mindset Discovered from Singer Sohyang
2. Developing emotional regulation skills
3 Misconceptions About Smart and Intelligent People
4. How can I give a good lecture or presentation?
5 Life becomes tiring when you can't distinguish between facts and perceptions.
PART 2.
Develop and sustain your career
A career is about developing fundamental competencies.
1 In the AI era, where and how are sustainable career skills created?
2 Who pays my salary?
3 About core competencies
4 Secrets to High Efficiency and High Performance
5 Conditions under which B can become A
A unique self is created through a differentiated career.
1. Why you must pursue the best value
2 Work-life balance is wrong, to find happiness at work
3 Why should you become a hidden champion?
4 You have to play in the big water too
5 Sewage vs.
master
A true career allows you to move forward without fear.
1. About Sol.ka.mal Leadership
2 Your true abilities will be revealed when you stand alone after retirement.
3. Job?·? Previous job vs.
Sole Proprietorship: What to Consider First
4. What communication skills are required of instructors in this changing era?
5 Ways to Overcome Fear and Overcome Adversity
PART 3.
Develop future-leading thinking skills
Competitiveness is strengthened through extensive market learning.
1 Samsung series ①: How is customer value realized?
2 Samsung series ②: Samsung Semiconductor's crisis, caught in an innovative dilemma
3 Samsung series ③: It is very difficult to know something properly.
4 Can everyone succeed if they do it like Patagonia?
A great strategy is ultimately completed by excellent human insight.
1 The ultimate competitive strategy is not to compete.
2 Perhaps action is more important than leadership
3. AI Utilization Midterm Review: New Thoughts
4 How helpful are the research cases and tools?
A unique competitive edge is developed by thinking differently from the majority.
1 What is a true expert?
2. Writing skills, book writing skills, content production skills
Can you do it while enjoying 3 days?
4 Let's leave behind the view that being busy is a virtue.
Part 3 / Strategy: Implement a Precise, Complex Sales Process
1. An Intrinsic Approach to Successful Sales
2 The Essence of B2B Sales and the Lifeline to Success
3 Practical Goals of Strategic Selling
4. Helping you understand the capabilities of complex sales execution
5 Prerequisite Learning: Industry-Specific Complex Sales Scenarios
6. Sales that win the battle but lose the war
7 The First Key to Successful Composite Sales
8. You need to be able to sense crises to create opportunities.
9. Achievement is just the beginning; fulfillment completes the deal.
10 Uncover Hidden Partners for Strategic Partnerships
Epilogue | The Irreplaceable Conditions of Sales in the AI Era
Into the book
Customers choose salespeople who understand them deeply.
When you have the relevant knowledge to address your customers' fundamental needs, they feel confident doing business with you.
--- p.22
If you only approach customers to sell, they will back off, but if you focus on their problems, they will come to you.
Sales is ultimately a game about solving customers' problems.
--- p.55
Customers buy value, not price.
True value lies in solving customers' problems and delivering fulfillment, and the moment you grasp this core, sales takes on a whole new dimension.
--- p.73
The ultimate goal in strategic selling is to build a deep, trusting relationship by simultaneously satisfying the customer's needs and performance.
In other words, the true success of strategic selling is to start with results and finish with accomplishments.
When you have the relevant knowledge to address your customers' fundamental needs, they feel confident doing business with you.
--- p.22
If you only approach customers to sell, they will back off, but if you focus on their problems, they will come to you.
Sales is ultimately a game about solving customers' problems.
--- p.55
Customers buy value, not price.
True value lies in solving customers' problems and delivering fulfillment, and the moment you grasp this core, sales takes on a whole new dimension.
--- p.73
The ultimate goal in strategic selling is to build a deep, trusting relationship by simultaneously satisfying the customer's needs and performance.
In other words, the true success of strategic selling is to start with results and finish with accomplishments.
--- p.312
Publisher's Review
"Sales Beyond Class" shatters the old myth that sales is simply a job about delivering products.
This book is a significant milestone in the Korean B2B sales field, offering a realistic and elegant explanation of the mindset and execution of salespeople who deliver the results customers desire.
Additionally, this book is very dense with real-world examples.
It vividly captures the concerns that arose in actual corporate training settings, experiences resolving diverse customer needs, and processes for changing customer perceptions, providing strong practicality not only to sales professionals and leaders, but also to startups, corporate managers, and freelancers.
“The most correct and accurate answer is, ‘Customers only buy when they perceive a discrepancy between reality and the desired outcome.’
To truly grasp the concept behind this answer, you must first understand that regardless of a client's financial status, when attempting to make a sale, it is more important to understand the individual perceptions of all the purchasing influencers involved in the sale, rather than the overall perception of the company.
What's particularly compelling about this book is that it not only offers practical strategies that can be immediately applied in the field, but also addresses the essence of authentic sales: thinking from the customer's perspective, empathizing with their emotions, and working together to solve problems.
Additionally, the industry-specific, real-world complex sales scenarios will serve as a powerful reference not only for sales professionals but also for organizational leaders.
This book is the most practical solution to making sales a "strategic competitive edge" rather than a profession.
This book is a significant milestone in the Korean B2B sales field, offering a realistic and elegant explanation of the mindset and execution of salespeople who deliver the results customers desire.
Additionally, this book is very dense with real-world examples.
It vividly captures the concerns that arose in actual corporate training settings, experiences resolving diverse customer needs, and processes for changing customer perceptions, providing strong practicality not only to sales professionals and leaders, but also to startups, corporate managers, and freelancers.
“The most correct and accurate answer is, ‘Customers only buy when they perceive a discrepancy between reality and the desired outcome.’
To truly grasp the concept behind this answer, you must first understand that regardless of a client's financial status, when attempting to make a sale, it is more important to understand the individual perceptions of all the purchasing influencers involved in the sale, rather than the overall perception of the company.
What's particularly compelling about this book is that it not only offers practical strategies that can be immediately applied in the field, but also addresses the essence of authentic sales: thinking from the customer's perspective, empathizing with their emotions, and working together to solve problems.
Additionally, the industry-specific, real-world complex sales scenarios will serve as a powerful reference not only for sales professionals but also for organizational leaders.
This book is the most practical solution to making sales a "strategic competitive edge" rather than a profession.
GOODS SPECIFICS
- Date of issue: December 5, 2025
- Page count, weight, size: 322 pages | 145*215*30mm
- ISBN13: 9791171521227
- ISBN10: 1171521227
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카테고리
korean
korean
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