{"product_id":"value-capture-selling-9781394158584","title":"Value Capture Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eThe sales book of the decade \u003ci\u003eSelling Power\u003c\/i\u003e magazine\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003e\u003ci\u003eValue Capture Selling\u003c\/i\u003e is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche's approach is so innovative that \u003ci\u003eSelling Power\u003c\/i\u003e magazine named it The sales book of the decade.\u003cbr\u003e\u003cbr\u003eFor years, sales professionals have focused on creating value for their customersthe first phase in selling. However, in today's fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eValue Capture Selling\u003c\/i\u003e is the first \u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003ePreface xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Advent of Value Capture 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSelling as Push 4\u003c\/p\u003e \u003cp\u003eThe Three Sales Transformations 5\u003c\/p\u003e \u003cp\u003eHop on the Bus of Change and Become a Value-Capture Champion 11\u003c\/p\u003e \u003cp\u003eThe First Step on the Bus of Change 12\u003c\/p\u003e \u003cp\u003eThe Structure of the Book 13\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Creation of Customer Value 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFrom Product Selling to Customer Value 17\u003c\/p\u003e \u003cp\u003eThe 1st Sales Transformation 20\u003c\/p\u003e \u003cp\u003eThe 2nd Sales Transformation 31\u003c\/p\u003e \u003cp\u003eCustomer Centricity Helps Win the 2nd Sales Transformation 39\u003c\/p\u003e \u003cp\u003eBut the Creation of Customer Value Is Only One Side of the Story 41\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Creation of Corporate Value 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGeneral Electric’s Big Shift 46\u003c\/p\u003e \u003cp\u003eThe Sources of Value Destruction 48\u003c\/p\u003e \u003cp\u003eChanging the Yardstick for Corporate Success 50\u003c\/p\u003e \u003cp\u003eBusiness Transformation for Corporate- Value Creation 54\u003c\/p\u003e \u003cp\u003eThe Drivers of Corporate- Value Creation 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Mastering Multiple Objectives 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMoving from the First Selling Phase to the Second Selling Phase 63\u003c\/p\u003e \u003cp\u003eRevenue Management Systems and the Value- Capture Culture 65\u003c\/p\u003e \u003cp\u003eNegotiating According to Incentives 67\u003c\/p\u003e \u003cp\u003eHarnessing the Three Drivers of Corporate- Value Creation 76\u003c\/p\u003e \u003cp\u003eUpgrading the Role of Sales Pros 80\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Steering Customer Satisfaction 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCustomer Satisfaction and Corporate Value 85\u003c\/p\u003e \u003cp\u003eMeasuring Customer Satisfaction 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 The Leadership Attitude 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Should You Be a Leader? 102\u003c\/p\u003e \u003cp\u003eWhat Is Leadership? 103\u003c\/p\u003e \u003cp\u003eYour Personal Growth as a Leader 114\u003c\/p\u003e \u003cp\u003eEgo and Leadership 117\u003c\/p\u003e \u003cp\u003eYour Corporate-Value Capture Mission 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Preparation for Value Capture 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Art of Preparation 124\u003c\/p\u003e \u003cp\u003eThe Negotiation Setting 127\u003c\/p\u003e \u003cp\u003ePrimary Preparation 129\u003c\/p\u003e \u003cp\u003eDo You Know Your BATNA? 138\u003c\/p\u003e \u003cp\u003eThe BATNA Frontier for Value Capture 141\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Value- Capture Strategy 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Buyer’s BATNA 150\u003c\/p\u003e \u003cp\u003eDo You Know ZOPA? 152\u003c\/p\u003e \u003cp\u003eVisualizing Your ZOPA for Value Capture 154\u003c\/p\u003e \u003cp\u003eAnticipating the Buyer’s BATNA Frontier 160\u003c\/p\u003e \u003cp\u003eExploring the ZOPA Space 163\u003c\/p\u003e \u003cp\u003eShadow Coaching 167\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Value- Capture Tactics 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Negotiation Setting 170\u003c\/p\u003e \u003cp\u003eThe Negotiation Pathway 174\u003c\/p\u003e \u003cp\u003eActive Listening 185\u003c\/p\u003e \u003cp\u003eBody Language 188\u003c\/p\u003e \u003cp\u003ePutting All This into Action 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Value- Capture Closure 197\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAlways Be Closing 198\u003c\/p\u003e \u003cp\u003eClosing the Two Selling Phases 200\u003c\/p\u003e \u003cp\u003eBridging the Gap 203\u003c\/p\u003e \u003cp\u003eThe Closure Map 207\u003c\/p\u003e \u003cp\u003eManaging Risk at Closure 211\u003c\/p\u003e \u003cp\u003eTom Closing 216\u003c\/p\u003e \u003cp\u003eMoving On 219\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Win and Learn, Learn to Win 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWin and Learn 222\u003c\/p\u003e \u003cp\u003eCelebrating Wins 230\u003c\/p\u003e \u003cp\u003eLearning to Win 232\u003c\/p\u003e \u003cp\u003eWinning and Learning Traps 240\u003c\/p\u003e \u003cp\u003eMake Yourself Lucky 244\u003c\/p\u003e \u003cp\u003eEpilogue 249\u003c\/p\u003e \u003cp\u003eThank You, Dear Reader 253\u003c\/p\u003e \u003cp\u003eAcknowledgements 255\u003c\/p\u003e \u003cp\u003eAbout the Author 257\u003c\/p\u003e \u003cp\u003eNotes 259\u003c\/p\u003e \u003cp\u003eIndex 275\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866615525719,"sku":"9781394158584","price":18.04,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781394158584.jpg?v=1722279473","url":"https:\/\/bookcurl.com\/products\/value-capture-selling-9781394158584","provider":"Book Curl","version":"1.0","type":"link"}