The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc
[2023]
|
| Edición: | First edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009769035906719 |
Tabla de Contenidos:
- Cover Page
- Title Page
- Copyright Page
- Contents
- Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life
- Introduction: The More Things Change, the More They Stay the Same
- Part I Why ValueSelling, Why Now
- Chapter 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed)
- Sophisticated Buyers
- Chapter 2 How You Sell Is Just as Important as What You Sell
- Chapter 3 Modern Selling Is ValueSelling (Why Value Is Still Important)
- Part II Put the Pro Back in Sales Professional
- Chapter 4 People Buy from People: Building Credibility, Trust, and Rapport
- Why Should I Listen to You?
- Personal Branding
- Show Me That You Know Me
- The Fiction of Credibility
- Why Should I Believe You?
- Authenticity
- Accurate Follow-through
- Empathy
- Why Should I Take the Next Meeting?
- Measuring the Behaviors That Build Credibility, Trust, and Rapport
- Credibility
- Trustworthiness
- Rapport
- Chapter 5 Think Like an Executive
- Understanding Executive Prospects
- Speaking an Executive's Language
- Financial Literacy
- Why Care
- Chapter 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time
- Don't Question the Value of Good Questions
- The O-P-C Questioning Technique
- Anxiety Questions
- How to Use the O-P-C Questioning Technique
- How to Use Anxiety Questions
- How to Create Anxiety Questions
- Sidestepping Common Pitfalls
- Part III Create Sales Opportunities You Can Win
- Chapter 7 Earn Time on Their Calendar
- Mindset
- Strategically Crafted, Multichannel Cadences
- Vortex Sphere of Influence™
- Vortex Sphere of Engagement™
- Becoming a Value-added Interruption
- The A-I-M Framework
- Determining the Ideal Volume
- Constructing Prospecting Cadences
- Blocking Time.
- Tools to Help You Track Your Progress
- Picking Up the Phone
- Crafting Call and Voicemail Scripts
- Call Blocks
- Social Selling
- A High-performing Profile
- Social Selling Actions
- Emails That Get Opened
- Video
- Chapter 8 Uncover Business Problems Worth Solving
- Timing Is Everything
- Clarifying Initiatives and Issues
- Connecting the Dots for Your Customers
- Asking Questions
- Being Curious
- Getting into Your Prospect's Head
- Making the Connection
- Begin at the End
- Chapter 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy
- The Four Questions for Efficient Qualification
- Should They Buy?
- Is It Worth It?
- Who Can Buy?
- When Will They Buy?
- Part IV Enable the Buying Process
- Chapter 10 Reverse Engineering the Buying Process
- Meet Buyers Where They Are
- Your Solution Is Important
- Differentiation
- Chapter 11 Speak Value to Power
- Why Sell to the C-suite?
- Why Is Identifying the Ultimate Decision-maker so Difficult?
- Who Actually Has Power?
- Gaining Access to Power
- Referrals
- Bypassing Gatekeepers
- Maintaining Access to Power
- Chapter 12 Handling Objections and Negotiating on Value, Not Price
- Understanding Objections
- Fit
- Value
- Power
- Plan
- Overcoming Objections
- Step 1: Project Confidence
- Step 2: Clarify
- Step 3: Diagnose
- Step 4: Sharp Angle Close
- Step 5: Address
- Negotiating Like a Chief Procurement Officer
- Step 1: Choose Your Moment
- Step 2: Know What's Negotiable
- Step 3: Make a Trade
- Step 4: Sweeten the Deal
- Step 5: Compromise
- Part V Cement Customer Relationships
- Chapter 13 Land and Expand: Strategies for Account Penetration
- Getting Started
- Competitive Landscape
- Leveraging Your Relationships
- Chapter 14 Creating Brand Advocates and Customers for Life.
- Step 1: Demonstrating Your Commitment to Customer Success
- Step 2: Identifying Why Customers Leave
- Step 3: Leaning into Your Data
- Step 4: Uncovering New Problems
- Are You Differentiated?
- What's in It for Them?
- Can They Buy Again?
- Do They Believe in the ROI?
- When Things Go Wrong
- Creating a Consistent CX Across the Entire Revenue Engine
- Notes
- Acknowledgments
- About the Author
- Index
- EULA.
