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.
Table of Contents
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
10 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
