This is a good book on the topic of value selling. It hits all the relevant points, while keeping it very credible. The allegory style that will tend to hold a readers attention. This is not a beginning sales persons training book , but it is a book on sales effectiveness. Should be on every sales managers desk.

As a sales professional and sales trainer, I'm always on the look out for interesting books on sales and this book by Mark Holmes struck a cord with me. One of my key philosophies has always been, that business you win on rates, you will always lose on rates at some point. Eventually, somebody will come by with lower rates. However, if you sell service and value before discussing rates, then you have truly built the foundation for something lasting. This book takes that into account but further expands well beyond that with depth and insights that I haven't seen in a book of this kind for quite some time.
Center for the book is a fable in the style of Ken Blanchard's books, following the troubles and successes of Mary Minor, her family, and the company Champs Chemicals. The fable was well-told and brought a lot of everyday concerns and frustrations of an outside sales person, but it also clearly outlined why the sales person have these problems.
Ultimately, I found this book very enlightening, educational and I have already started recommending it to people in sales that are struggling with exactly the type of problems this book deals with.

Engaging story that walks you through value selling.
Easy to read and understand.
Very much like Bob Burg kind of book, the 'go-giver', 'it's not about you'.
Highly recommended!