Build strong connections to accelerate sales resultsIn 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 salesMethods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendarsWays to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification frameworkActions 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.
JULIE THOMAS is the President and CEO??of ValueSelling Associates, an award-winning sales methodology and training company. She’s also a sought-after speaker, consultant, and the author of ValueSelling: Driving Sales Up One Conversation at a Time.
Foreword—The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xvIntroduction: The More Things Change, the More They Stay the Same xixI Why ValueSelling, Why Now 11 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What’s Changed) 32 How You Sell Is Just as Important as What You Sell 133 Modern Selling Is ValueSelling (Why Value Is Still Important) 21II Put the Pro Back in Sales Professional 314 People Buy from People: Building Credibility, Trust, and Rapport 335 Think Like an Executive 516 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63III Create Sales Opportunities You Can Win 817 Earn Time on Their Calendar 838 Uncover Business Problems Worth Solving 1099 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125IV Enable the Buying Process 13910 Reverse Engineering the Buying Process 14111 Speak Value to Power 15312 Handling Objections and Negotiating on Value, Not Price 169V Cement Customer Relationships 18513 Land and Expand: Strategies for Account Penetration 18714 Creating Brand Advocates and Customers for Life 197Notes 211Acknowledgments 217About the Author 221Index 223
