The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life
- 3h 28m
- Julie Thomas
- John Wiley & Sons (US)
- 2023
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.
About the Author
JULIE THOMAS is the President and CEO??of ValueSelling Associates, an award-winning sales methodology and training company. She’s also a sought-after speaker, consultant, and the author of ValueSelling: Driving Sales Up One Conversation at a Time.
In this Book
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Foreword—The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life
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Introduction—The More Things Change, the More They Stay the Same
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Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed)
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How You Sell Is Just as Important as What You Sell
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Modern Selling Is ValueSelling (Why Value Is Still Important)
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People Buy from People: Building Credibility, Trust, and Rapport
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Think Like an Executive
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Mastering Sales Conversations: Asking the Right Questions, at the Right Time
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Earn Time on Their Calendar
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Uncover Business Problems Worth Solving
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Eliminating No‐decision Opportunities and Improving Forecast Accuracy
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Reverse Engineering the Buying Process
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Speak Value to Power
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Handling Objections and Negotiating on Value, Not Price
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Land and Expand: Strategies for Account Penetration
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Creating Brand Advocates and Customers for Life
