The Power of Value Selling : The Gold Standard to Drive Revenue and Create Customers for Life / Julie Thomas.

Format:

Book

Author/Creator:

Thomas, Julie, 1947- author.

Language:

English

Subjects (All):

Selling.

Sales management.

Relationship marketing.

Physical Description:

1 online resource (259 pages)

Edition:

First edition.

Place of Publication:

Hoboken, New Jersey : John Wiley & Sons, Inc., [2023]

Summary:

"The Power of Value Selling offers a fresh perspective on how salespeople can adopt a customer-centric approach to reverse engineer how modern buyers want to buy. This field-honed guidebook enables sales professionals to become the trusted business advisors buyers crave in unpredictable environments. Julie Thomas provides an actionable guide to having better business conversations, the kind that build trust, forge human-to-human connections, and enable sellers to compete on value, not price. In fast-paced chapters, Thomas guides sales professionals through the concept of value in modern sales, creating winnable opportunities that result in premium pricing, making it easy for buyers to buy, selling to the C-suite, negotiating on value, and how to close more business, expand your footprint and generate renewal sales year after year. The result is a comprehensive guide to a simple yet powerful framework that will accelerate sales results regardless of your product, service, or industry. Whether you're a veteran or just starting your sales career, this book will help you Keep it Simple. Drive Results"-- Provided by publisher.

Contents:

Cover Page

Title Page

Copyright Page

Contents

Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life

Introduction: The More Things Change, the More They Stay the Same

Part I Why ValueSelling, Why Now

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

Sophisticated Buyers

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

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

Part II Put the Pro Back in Sales Professional

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

Why Should I Listen to You?

Personal Branding

Show Me That You Know Me

The Fiction of Credibility

Why Should I Believe You?

Authenticity

Accurate Follow-through

Empathy

Why Should I Take the Next Meeting?

Measuring the Behaviors That Build Credibility, Trust, and Rapport

Credibility

Trustworthiness

Rapport

Chapter 5 Think Like an Executive

Understanding Executive Prospects

Speaking an Executive's Language

Financial Literacy

Why Care

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

Don't Question the Value of Good Questions

The O-P-C Questioning Technique

Anxiety Questions

How to Use the O-P-C Questioning Technique

How to Use Anxiety Questions

How to Create Anxiety Questions

Sidestepping Common Pitfalls

Part III Create Sales Opportunities You Can Win

Chapter 7 Earn Time on Their Calendar

Mindset

Strategically Crafted, Multichannel Cadences

Vortex Sphere of Influence™

Vortex Sphere of Engagement™

Becoming a Value-added Interruption

The A-I-M Framework

Determining the Ideal Volume

Constructing Prospecting Cadences

Blocking Time.

Tools to Help You Track Your Progress

Picking Up the Phone

Crafting Call and Voicemail Scripts

Call Blocks

Social Selling

A High-performing Profile

Social Selling Actions

Emails That Get Opened

Video

Chapter 8 Uncover Business Problems Worth Solving

Timing Is Everything

Clarifying Initiatives and Issues

Connecting the Dots for Your Customers

Asking Questions

Being Curious

Getting into Your Prospect's Head

Making the Connection

Begin at the End

Chapter 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy

The Four Questions for Efficient Qualification

Should They Buy?

Is It Worth It?

Who Can Buy?

When Will They Buy?

Part IV Enable the Buying Process

Chapter 10 Reverse Engineering the Buying Process

Meet Buyers Where They Are

Your Solution Is Important

Differentiation

Chapter 11 Speak Value to Power

Why Sell to the C-suite?

Why Is Identifying the Ultimate Decision-maker so Difficult?

Who Actually Has Power?

Gaining Access to Power

Referrals

Bypassing Gatekeepers

Maintaining Access to Power

Chapter 12 Handling Objections and Negotiating on Value, Not Price

Understanding Objections

Fit

Value

Power

Plan

Overcoming Objections

Step 1: Project Confidence

Step 2: Clarify

Step 3: Diagnose

Step 4: Sharp Angle Close

Step 5: Address

Negotiating Like a Chief Procurement Officer

Step 1: Choose Your Moment

Step 2: Know What's Negotiable

Step 3: Make a Trade

Step 4: Sweeten the Deal

Step 5: Compromise

Part V Cement Customer Relationships

Chapter 13 Land and Expand: Strategies for Account Penetration

Getting Started

Competitive Landscape

Leveraging Your Relationships

Chapter 14 Creating Brand Advocates and Customers for Life.

Step 1: Demonstrating Your Commitment to Customer Success

Step 2: Identifying Why Customers Leave

Step 3: Leaning into Your Data

Step 4: Uncovering New Problems

Are You Differentiated?

What's in It for Them?

Can They Buy Again?

Do They Believe in the ROI?

When Things Go Wrong

Creating a Consistent CX Across the Entire Revenue Engine

Notes

Acknowledgments

About the Author

Index

EULA.

Notes:

Description based on print version record.

Includes index.

ISBN:

9781394182572

1394182570

OCLC:

1397571270