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

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