Description
Book SynopsisTable of ContentsForeword—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
