Selling Value

Author : Don Hutson
Publisher : Greenleaf Book Group
Page : 192 pages
File Size : 53,9 Mb
Release : 2015-03-03
Category : Business & Economics
ISBN : 9780692401125

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Selling Value by Don Hutson Pdf

SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!

Author : Mark Shonka,Dan Kosch
Publisher : Kaplan Test Prep
Page : 308 pages
File Size : 55,9 Mb
Release : 2002-09-16
Category : Business & Economics
ISBN : 0793154707

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Beyond Selling Value by Mark Shonka,Dan Kosch Pdf

How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity. Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business. In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships. For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".

Author : Tom Reilly
Publisher : Tata McGraw-Hill Education
Page : 0 pages
File Size : 54,7 Mb
Release : 2015
Category : Electronic
ISBN : 0071067175

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Value-added Selling : how to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price by Tom Reilly Pdf

Author : Thomas Menthe
Publisher : epubli
Page : 173 pages
File Size : 45,5 Mb
Release : 2019-04-04
Category : Business & Economics
ISBN : 9783748528005

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A new era of Value Selling by Thomas Menthe Pdf

With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.

Author : Julie Thomas
Publisher : John Wiley & Sons
Page : 263 pages
File Size : 42,9 Mb
Release : 2023-09-20
Category : Business & Economics
ISBN : 9781394182565

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The Power of Value Selling by Julie Thomas Pdf

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.

Author : Crispin Manners
Publisher : Emerald Group Publishing
Page : 119 pages
File Size : 43,7 Mb
Release : 2023-10-19
Category : Business & Economics
ISBN : 9781837971244

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How to Sell Value – Demystified by Crispin Manners Pdf

The book demystifies how to charge according to the value delivered so agencies are more resilient, flexible and successful. It is a book that leaders will give to their people to use and reuse as a simple to follow guide.

Author : Anonim
Publisher : Bookboon
Page : 49 pages
File Size : 46,9 Mb
Release : 2024-05-12
Category : Electronic
ISBN : 9788740300802

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How to sell your value and your price by Anonim Pdf

Author : John Warrillow
Publisher : Penguin
Page : 176 pages
File Size : 40,9 Mb
Release : 2011-04-28
Category : Business & Economics
ISBN : 9781101514115

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Built to Sell by John Warrillow Pdf

According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable: * Teachable: focus on products and services that you can teach employees to deliver. * Valuable: avoid price wars by specialising in doing one thing better than anyone else. * Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.

Author : Josh Kaufman
Publisher : Penguin
Page : 464 pages
File Size : 43,6 Mb
Release : 2010-12-30
Category : Business & Economics
ISBN : 9781101446089

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The Personal MBA by Josh Kaufman Pdf

Master the fundamentals, hone your business instincts, and save a fortune in tuition. The consensus is clear: MBA programs are a waste of time and money. Even the elite schools offer outdated assembly-line educations about profit-and-loss statements and PowerPoint presentations. After two years poring over sanitized case studies, students are shuffled off into middle management to find out how business really works. Josh Kaufman has made a business out of distilling the core principles of business and delivering them quickly and concisely to people at all stages of their careers. His blog has introduced hundreds of thousands of readers to the best business books and most powerful business concepts of all time. In The Personal MBA, he shares the essentials of sales, marketing, negotiation, strategy, and much more. True leaders aren't made by business schools-they make themselves, seeking out the knowledge, skills, and experiences they need to succeed. Read this book and in one week you will learn the principles it takes most people a lifetime to master.

Author : Julie Thomas
Publisher : Vva Pub
Page : 156 pages
File Size : 41,5 Mb
Release : 2006-06
Category : Business & Economics
ISBN : 0976999404

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Value$elling by Julie Thomas Pdf

To help readers gain and consistently maintain their winning edge, Thomas shares the simple yet powerful framework that fueled her meteoric rise to CEO of ValueVision Associates. Pragmatic and fast-paced, each chapter focuses on specific strategies to move the sale forward.

Author : Pedro Roccato
Publisher : Humanix Books
Page : 204 pages
File Size : 48,6 Mb
Release : 2016-05-03
Category : Business & Economics
ISBN : 9781630060558

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How to Sell Value: The Revolutionary Sale + Value System to Solve Client Problems and Win by Pedro Roccato Pdf

Leading international sales consultant Pedro Roccato has trained thousands of sales professionals on how to provide a highly differentiated buying experience to their customers in order to close more sales. The book arms sales professionals in any industry on how to sell on value, not price, which is a necessary tool in today's competitive sales landscape. Sales professionals will learn about about how to diagnose their customer's needs, the importance of value-added sales, sales perception, and how to produce a value-added proposition.

Author : Around90Percent.com
Publisher : Around 90 Percent
Page : 167 pages
File Size : 51,9 Mb
Release : 2010-09
Category : Business & Economics
ISBN : 9780983024828

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Get Maximum Value - The Sell a Small Business Authoritative Guide by Around90Percent.com Pdf

Author : Mark W. Johnston,Greg W. Marshall
Publisher : Routledge
Page : 436 pages
File Size : 52,7 Mb
Release : 2016-02-19
Category : Business & Economics
ISBN : 9781317360834

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Contemporary Selling by Mark W. Johnston,Greg W. Marshall Pdf

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Author : Mark C. Tibergien,Owen Dahl
Publisher : John Wiley and Sons
Page : 355 pages
File Size : 46,6 Mb
Release : 2010-05-13
Category : Business & Economics
ISBN : 9780470884980

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How to Value, Buy, or Sell a Financial Advisory Practice by Mark C. Tibergien,Owen Dahl Pdf

Financial planning is a young industry. The International Association of Financial Planning—one of the predecessors to the Financial Planning Association—was formed less than forty years ago. But as the profession's first tier of advisers reaches maturity, the decisions that may be part of transition planning for their firms loom large. A sale? A partner buyout? A merger? No matter what the choice, its viability hinges on one critical issue—the value of the firm. Unfortunately, many advisers--whether veteran or novice—simply don't know the worth of their practice or how to influence it. That's why How to Value, Buy, or Sell a Financial-Advisory Practice is such an important book. It takes advisers carefully through the logic and the legwork of coming to a true assessment of one of their most important personal assets—their business. Renowned for their years of experience helping advisers tackle the daunting challenges related to the valuation, sale, and purchase of advisory firms, Mark C. Tibergien and Owen Dahl offer guidance that's essential and solutions that work.

Author : Brian Tracy
Publisher : AMACOM
Page : 151 pages
File Size : 53,6 Mb
Release : 2015-01-07
Category : Business & Economics
ISBN : 9780814449202

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Sales Success (The Brian Tracy Success Library) by Brian Tracy Pdf

The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. How are they raking in so much money though, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform better than their peers. In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. In Sales Success, you will learn how to: Set and achieve clear goals Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections, and much more! Packed with proven strategies and priceless insights, Sales Success will get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.