| Description |
1 online resource |
| 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 |
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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 |
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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 |
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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 |
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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 |
| 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 |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Description based on print version record and CIP data provided by publisher; resource not viewed |
| Subject |
Selling.
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Sales management.
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Relationship marketing.
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selling.
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Relationship marketing.
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Sales management.
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Selling.
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| Form |
Electronic book
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| Author |
John Wiley & Sons, publisher.
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| LC no. |
2023021266 |
| ISBN |
9781394182589 |
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1394182589 |
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9781394182572 |
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1394182570 |
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