The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life 1st Edition – Ebook Instant Download/Delivery ISBN(s): 9781394182565,1394182562,9781394182589,1394182589

Product details:

• ISBN-10: 1394182589
• ISBN-13: 9781394182589
• Author: Julie Thomas

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:

Table contents:

I Why Value Selling, Why Now 

1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What’s Changed)

2 How You Sell Is Just as Important as What You Sell

3 Modern Selling Is ValueSelling (Why Value Is Still Important)

II Put the Pro Back in Sales Professional 

4 People Buy from People: Building Credibility, Trust, and Rapport

5 Think Like an Executive

6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time

III Create Sales Opportunities You Can Win 

7 Earn Time on Their Calendar

8 Uncover Business Problems Worth Solving

9 Eliminating No-decision Opportunities and Improving Forecast Accuracy

IV Enable the Buying Process 

10 Reverse Engineering the Buying Process

11 Speak Value to Power

12 Handling Objections and Negotiating on Value, Not Price

V Cement Customer Relationships 

13 Land and Expand: Strategies for Account Penetration

14 Creating Brand Advocates and Customers for Life

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