The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life 1st Edition by Julie Thomas ISBN 9781394182572 1394182570

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Product details:
ISBN 10: 1394182570
ISBN 13: 9781394182572
Author: Julie Thomas

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

The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life 1st Edition Table of contents:

I: Why ValueSelling, Why Now

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

Notes

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

Notes

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

Notes

II: Put the Pro Back in Sales Professional

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

Why Should I Listen to You?

Why Should I Believe You?

Why Should I Take the Next Meeting?

Measuring the Behaviors That Build Credibility, Trust, and Rapport

Notes

5 Think Like an Executive

Understanding Executive Prospects

Speaking an Executive’s Language

Note

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

How to Use the O‐P‐C Questioning Technique

How to Use Anxiety Questions

How to Create Anxiety Questions

Sidestepping Common Pitfalls

Notes

III: Create Sales Opportunities You Can Win

7 Earn Time on Their Calendar

Mindset

Strategically Crafted, Multichannel Cadences

Picking Up the Phone

Social Selling

Emails That Get Opened

Video

Note

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

9 Eliminating No‐decision Opportunities and Improving Forecast Accuracy

The Four Questions for Efficient Qualification

Notes

IV: Enable the Buying Process

10 Reverse Engineering the Buying Process

Meet Buyers Where They Are

Your Solution Is Important

Notes

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

Notes

12 Handling Objections and Negotiating on Value, Not Price

Understanding Objections

Overcoming Objections

Negotiating Like a Chief Procurement Officer

V: Cement Customer Relationships

13 Land and Expand: Strategies for Account Penetration

Getting Started

Competitive Landscape

Leveraging Your Relationships

Note

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

When Things Go Wrong

Creating a Consistent CX Across the Entire Revenue Engine

Notes

Acknowledgments

About the Author

Index

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