The Power Of Value Selling
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The Power Of Value Selling
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Author : Julie Thomas
language : en
Publisher: John Wiley & Sons
Release Date : 2023-09-20
The Power Of Value Selling written by Julie Thomas and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-09-20 with Business & Economics categories.
Build strong connections to accelerate sales results In The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you’ll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments. This actionable guide to improved business conversations—ones that build trust and human-to-human connections—enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You’ll also find: Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales Methods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars Ways to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework Actions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience. An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets.
The Power Of Value Selling
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2024-03-10
The Power Of Value Selling written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-03-10 with Business & Economics categories.
In ‘The Power of Value Selling’ discover the transformative approach to sales that will revolutionize your success. This book delves deep into the art of selling from the customer's perspective, emphasizing the importance of understanding their needs and delivering value that goes beyond price. Whether you're a seasoned sales professional or new to the field, this guide offers invaluable insights, actionable strategies, and real-world examples to help you excel in today's competitive market. Learn how to build trust, uncover customer’s need & pains, deliver value, negotiate win-win outcomes, and uncover up-selling and cross-selling opportunities that add value and enhance your customer relationships. With practical tips and a step-by-step action plan, ‘The Power of Value Selling’ is your key to unlocking greater sales success and achieving long-term customer loyalty.
The Power Of Value Selling
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Author : Gerard Assey
language : en
Publisher: Collection Skills
Release Date : 2024-03-04
The Power Of Value Selling written by Gerard Assey and has been published by Collection Skills this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-03-04 with Business & Economics categories.
In 'The Power of Value Selling' discover the transformative approach to sales that will revolutionize your success. This book delves deep into the art of selling from the customer's perspective, emphasizing the importance of understanding their needs and delivering value that goes beyond price. Whether you're a seasoned sales professional or new to the field, this guide offers invaluable insights, actionable strategies, and real-world examples to help you excel in today's competitive market. Learn how to build trust, uncover customer's need & pains, deliver value, negotiate win-win outcomes, and uncover up-selling and cross-selling opportunities that add value and enhance your customer relationships. With practical tips and a step-by-step action plan, 'The Power of Value Selling' is your key to unlocking greater sales success and achieving long-term customer loyalty.
How To Sell Your Value And Your Price
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Author :
language : en
Publisher: Bookboon
Release Date :
How To Sell Your Value And Your Price written by and has been published by Bookboon this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
Value Capture Selling
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Author : Jean-Claude Larreche
language : en
Publisher: John Wiley & Sons
Release Date : 2023-10-31
Value Capture Selling written by Jean-Claude Larreche and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-10-31 with Business & Economics categories.
“The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” For years, sales professionals have focused on creating value for their customers—the first phase in selling. However, in today’s fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN
Value Elling
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Author : Julie Thomas
language : en
Publisher: Vva Pub
Release Date : 2006-06
Value Elling written by Julie Thomas and has been published by Vva Pub this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-06 with Business & Economics categories.
To help readers gain and consistently maintain their winning edge, Thomas shares the simple yet powerful framework that fueled her meteoric rise to CEO of ValueVision Associates. Pragmatic and fast-paced, each chapter focuses on specific strategies to move the sale forward.
Selling Value
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Author : Don Hutson
language : en
Publisher: Greenleaf Book Group
Release Date : 2015-03-03
Selling Value written by Don Hutson and has been published by Greenleaf Book Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03-03 with Business & Economics categories.
SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!
The New Power Base Selling
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Author : Jim Holden
language : en
Publisher: John Wiley & Sons
Release Date : 2012-04-18
The New Power Base Selling written by Jim Holden and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-18 with Business & Economics categories.
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
Selling Today
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Author : Gerald L. Manning
language : en
Publisher:
Release Date : 2007
Selling Today written by Gerald L. Manning and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
"Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals."--Product description.
How To Sell Your Value And Your Price
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Author : Jan Flamend
language : en
Publisher:
Release Date : 2009
How To Sell Your Value And Your Price written by Jan Flamend and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with categories.