The 5 Rules of Megavalue Selling: How to Communicate Customer Value and Differentiate From Competitors

ISBN-13: 9781619846234 / Angielski / Miękka / 2017 / 158 str.

Mark Holmes

Opis

Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets?This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the -VALUE- rules, a five steps approach salespeople use to win sales on value not price.Megavalue Selling is a book salespeople can't put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers: -Perfect questions for identifying a customer's existing and unrecognized value drivers.-How to handle price pushback and commoditization.-Practical approach for presenting proof.-Actionable steps for identifying all decision influencers and their roles.-Simple techniques to align value propositions with customer issues.Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that's easy to apply. Mark learned B2B selling by making sales to CEO's in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.