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,…mehr
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.
Julie Thomas is the President & CEO of ValueSelling Associates, a noted speaker, and consultant. Julie has personally consulted and trained in a wide variety of industries and corporations, including The Ken Blanchard Companies, ON24, Adobe, NCR, and PrimePay. She is a sought-after speaker at industry events such as the Selling Power Sales Leadership Conferences and the American Association of Inside Sales Professional, and a guest lecturer at both Babson University and the University of Michigan. Julie credits her mastery of the ValueSelling Framework for her meteoric rise through the ranks of sales leadership and takes pride in the fact that ValueSelling Associates is consistently honored as an award-winning Sales Training Service Provider.
Inhaltsangabe
Foreword--The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv
Introduction: The More Things Change, the More They Stay the Same xix
