The Power of Value Selling

The Gold Standard to Drive Revenue and Create Customers for Life

Julie Thomas

• Éditeur: Wiley
• Année: 2023
• ISBN:
  9781394182589
• Édition: 1
• Sujet: Business
• Sous-sujet: Sales

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.