POSITION SHIFT SELLING

You may not recognize Mohamed Haroun's name as a writer-he is not. He is a business executive leading B2B business across Africa and the Middle East.

this book is coming from the middle of the market, not from the sidelines. For nearly three decades, the author has built, sold, managed, and led B2B businesses across Africa and the Middle East-and still doing it. From frontline selling to executive leadership, worked through fast-growth markets, economic shocks, currency pressure, shifting customer priorities, intense competition. This book is about the constant challenge of growing without giving away margin, cash flow, execution quality, or long-term business health. In regions where opportunity is enormous but conditions are rarely simple.

Position Shift Selling is built around a simple idea: position changes everything.

Winning business is not enough. The real challenge is winning the right business, at the right value, without trading away the health of the business in the process.

Customers move. Competitors move. Priorities change. Perceptions develop. Budgets tighten. Economic conditions shift. Your own organization moves. A salesperson who continues operating from the same position throughout the selling process can quickly become misaligned with the customer, the market, or the business.

The book turns many of the things experienced salespeople often do instinctively into a practical method that can be understood, taught, coached, measured, and repeated.

Inside the book, you will explore:

• Sales Square ONE - the professional and commercial foundation from which selling should begin
• Sales Sprint - aligning your selling position with the customer's buying journey
• MAGIC moments - recognizing the points where customer thinking, preference, and competitive position can still be influenced
• The Sales Compass - identifying where the customer actually stands in the buying process
• The Value Bridge Model - connecting what you genuinely have with what the customer genuinely values
• Value Position Shift - strengthening competitive position while protecting price and margin
• The Negotiation Tree - expanding negotiating options beyond simply cutting price
• The Sales Funnel - combining customer progress with competitive position to understand not only WHEN a customer may buy, but WHETHER they are likely to buy from you

The book also looks beyond the conventional sales conversation. It examines trust, relationships, high-context business environments, customer commitments, internal organizational pressures, financial consequences, commercial responsibility, and one of the most dangerous shifts in selling: becoming the customer's negotiator inside your own company.

At the heart of the framework are a few practical principles:

SALES = TRANSACTION

SELLING = BUYING

VALUE is your PRICE and MARGIN DEFENDER

Negotiate externally before negotiating internally

Buying position helps tell you WHEN. Competitive position helps tell you WHETHER.

Position Shift Selling is not an encyclopedia of sales techniques. It is a practical commercial compass for B2B sales professionals and managers who want to understand where they stand, what is changing around them, and what they should do next.

It is about taking the experience, judgment, instinct, and intuition that strong salespeople often develop, and putting structure around it.

Crack the magic and turn it into a method.

Make successful selling more conscious, operational, teachable, coachable, measurable, and repeatable.

For each opportunity, ask one question:

Where do I stand now-and what shift is required next?