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The power of value selling : the gold standard to drive revenue and create customers for life /
"The Power of Value Selling offers a fresh perspective on how salespeople can adopt a customer-centric approach to reverse engineer how modern buyers want to buy. This field-honed guidebook enables sales professionals to become the trusted business advisors buyers crave in unpredictable environ...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley,
[2023]
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
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