Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life

The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life

By Julie Thomas

"The Power of Value Selling offers a fresh perspective on how salespeople can adopt a customer-centric approach to reverse engineer how modern buyers want to buy. This field-honed guidebook enables sales professionals to become the trusted business advisors buyers crave in unpredictable environments. Julie Thomas provides an actionable guide to having better business conversations, the kind that build trust, forge human-to-human connections, and enable sellers to compete on value, not price.


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Book Information

Publisher: Wiley
Publish Date: 09/20/2023
Pages: 256
ISBN-13: 9781394182565
ISBN-10: 1394182562
Language: English

Full Description

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.

About the Author

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.

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