The Power of Value Selling

The Power of Value Selling

by Julie Thomas
Released September 2023
Publisher(s): Wiley
ISBN: 9781394182565

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Book 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.

Table of contents

  1. Cover
  2. Praise for Power of  Value Selling
  3. Title Page
  4. Copyright
  5. Dedication
  6. Foreword—The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Lifeforeword
  7. Introduction: The More Things Change, the More They Stay the Same
  8. I: Why ValueSelling, Why Now
    1. 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed)
      1. Notes
    2. 2 How You Sell Is Just as Important as What You Sell
      1. Notes
    3. 3 Modern Selling Is ValueSelling (Why Value Is Still Important)
      1. Notes
  9. II: Put the Pro Back in Sales Professional
    1. 4 People Buy from People: Building Credibility, Trust, and Rapport
      1. Why Should I Listen to You?
      2. Why Should I Believe You?
      3. Why Should I Take the Next Meeting?
      4. Measuring the Behaviors That Build Credibility, Trust, and Rapport
      5. Notes
    2. 5 Think Like an Executive
      1. Understanding Executive Prospects
      2. Speaking an Executive's Language
      3. Note
    3. 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time
      1. Don't Question the Value of Good Questions
      2. The O‐P‐C Questioning Technique
      3. How to Use the O‐P‐C Questioning Technique
      4. How to Use Anxiety Questions
      5. How to Create Anxiety Questions
      6. Sidestepping Common Pitfalls
      7. Notes
  10. III: Create Sales Opportunities You Can Win
    1. 7 Earn Time on Their Calendar
      1. Mindset
      2. Strategically Crafted, Multichannel Cadences
      3. Picking Up the Phone
      4. Social Selling
      5. Emails That Get Opened
      6. Video
      7. Note
    2. 8 Uncover Business Problems Worth Solving
      1. Timing Is Everything
      2. Clarifying Initiatives and Issues
      3. Connecting the Dots for Your Customers
      4. Asking Questions
      5. Being Curious
      6. Getting into Your Prospect's Head
      7. Making the Connection
      8. Begin at the End
    3. 9 Eliminating No‐decision Opportunities and Improving Forecast Accuracy
      1. The Four Questions for Efficient Qualification
      2. Notes
  11. IV: Enable the Buying Process
    1. 10 Reverse Engineering the Buying Process
      1. Meet Buyers Where They Are
      2. Your Solution Is Important
      3. Notes
    2. 11 Speak Value to Power
      1. Why Sell to the C‐suite?
      2. Why Is Identifying the Ultimate Decision‐maker so Difficult?
      3. Who Actually Has Power?
      4. Gaining Access to Power
      5. Notes
    3. 12 Handling Objections and Negotiating on Value, Not Price
      1. Understanding Objections
      2. Overcoming Objections
      3. Negotiating Like a Chief Procurement Officer
  12. V: Cement Customer Relationships
    1. 13 Land and Expand: Strategies for Account Penetration
      1. Getting Started
      2. Competitive Landscape
      3. Leveraging Your Relationships
      4. Note
    2. 14 Creating Brand Advocates and Customers for Life
      1. Step 1: Demonstrating Your Commitment to Customer Success
      2. Step 2: Identifying Why Customers Leave
      3. Step 3: Leaning into Your Data
      4. Step 4: Uncovering New Problems
      5. When Things Go Wrong
      6. Creating a Consistent CX Across the Entire Revenue Engine
      7. Notes
  13. Acknowledgments
  14. About the Author
  15. Index
  16. End User License Agreement

Product information

  • Title: The Power of Value Selling
  • Author(s): Julie Thomas
  • Release date: September 2023
  • Publisher(s): Wiley
  • ISBN: 9781394182565