Selling Value!

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Selling Value!
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Key Principles of Value-Based Selling

We’ve all heard that in today’s marketplace people do business with those they know, like and trust. That means something different today than it did only a few years ago when competition was not as keen and the sales challenges were not as stringent as they are today.

In Selling Value, we talk about what we need to do to be exceptional at such tasks as:

  • Performing an exceptional needs analysis
  • Identifying how your prospect defines value
  • Keeping your Head Game intact for maximum performance
  • Learning the skills of active listening
  • Gaining commitments without pressure
  • Understanding the differences in people
  • Mastering adaptability skills
  • Handling customer concerns
  • Asking Questions with great expertise
  • Creating exceptional solutions for clients
  • Learning how to creatively differentiate your offerings
  • Prosper through earning loyalty

“Reading Selling Value reminded me that the most valuable products and services we buy, and experiences we enjoy, are seldom the cheapest. This master salesman shows us how to convey the true value of the offerings of our enterprises.”

R. Brad Martin, ChairmanRBM Venture Co, Retired Chairman and CEO, Saks Inc.
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