Value Elling
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The Personal Mba
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Author : Josh Kaufman
language : en
Publisher: Penguin UK
Release Date : 2011-02-03
The Personal Mba written by Josh Kaufman and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-02-03 with Business & Economics categories.
This revised and expanded edition of the bestselling book, The Personal MBA by Josh Kaufman, gives you everything you need to transform your business, your career or your working life forever. An MBA at a top school is an enormous investment in time, effort and cold, hard cash. And if you don't want to work for a consulting firm or an investment bank, the chances are it simply isn't worth it. Josh Kaufman is the rogue professor of modern business education. Feted by everyone from the business media to Seth Godin and David Allen, he's torn up the rulebook and given thousands of people worldwide the tools to teach themselves everything they need to know. The Personal MBA teaches simple mental models for every subject that's key to commercial success. From the basics of products, sales & marketing and finance to the nuances of human psychology, teamwork and creating systems, this book distils everything you need to know to take on the MBA graduates and win. 'File this book under: NO EXCUSES' Seth Godin, author of Purple Cow and Linchpin 'Well on its way to becoming a business classic. You're pretty much guaranteed to get your money's worth - if not much, much more' Jason Hesse, Real Business 'Josh Kaufman has synthesized the most important topics in business into a book that truly lives up to its title. It's rare to find complicated concepts explained with such clarity. Highly recommended' Ben Casnocha, author of My Start-Up Life Josh Kaufman is an acclaimed blogger and consultant who helps people improve their business skills. He previously worked at Proctor & Gamble. Since 2005 Josh has been helping people learn about business without remortgaging their lives through his website, www.PersonalMBA.co
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!
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.
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.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Healthcare Value Selling
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Author : Christopher D. Provines
language : en
Publisher:
Release Date : 2014-03-14
Healthcare Value Selling written by Christopher D. Provines and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-14 with Business & Economics categories.
Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price
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Author : Tom Reilly
language : en
Publisher: Tata McGraw-Hill Education
Release Date : 2015
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price written by Tom Reilly and has been published by Tata McGraw-Hill Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015 with categories.
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price 3 E
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Author : Tom Reilly
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-04-16
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price 3 E written by Tom Reilly and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-04-16 with Business & Economics categories.
Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend. Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers. Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you: Build a master plan that clearlydirects your selling efforts Create sales tools that help youcommunicate your value Develop and execute effectivevalue-added sales calls Connect with and sell to decisionmakers at the highest levels Increase customer retention bycontinuously creating new value There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value. Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.
Beyond Selling Value
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Author : Mark Shonka
language : en
Publisher: Kaplan Test Prep
Release Date : 2002-09-16
Beyond Selling Value written by Mark Shonka and has been published by Kaplan Test Prep this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-09-16 with Business & Economics categories.
How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity. Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business. In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships. For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".
The Value Selling Anthology
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Author : Gary S Tubridy
language : en
Publisher:
Release Date : 2014-02-26
The Value Selling Anthology written by Gary S Tubridy and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-26 with categories.