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

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.

Inhaltsverzeichnis:

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

I Why ValueSelling, Why Now 1

1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) 3

2 How You Sell Is Just as Important as What You Sell 13

3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21

II Put the Pro Back in Sales Professional 31

4 People Buy from People: Building Credibility, Trust, and Rapport 33

5 Think Like an Executive 51

6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63

III Create Sales Opportunities You Can Win 81

7 Earn Time on Their Calendar 83

8 Uncover Business Problems Worth Solving 109

9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125

IV Enable the Buying Process 139

1 0 Reverse Engineering the Buying Process 141

11 Speak Value to Power 153

12 Handling Objections and Negotiating on Value, Not Price 169

V Cement Customer Relationships 185

13 Land and Expand: Strategies for Account Penetration 187

14 Creating Brand Advocates and Customers for Life 197

Notes 211

Acknowledgments 217

About the Author 221

Index 223