The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life - Hardcover

by Julie Thomas (Author)

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.

Front Jacket

In The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, accomplished sales leader and trainer Julie Thomas delivers a fresh and engaging perspective on how salespeople can adopt a customer-centric approach when selling to contemporary buyers. In the book, you'll discover a process that turns you into the trusted business advisor that buyers crave in unpredictable business environments. It's an actionable guide to better business conversations--the kind that build trust, forge human-to-human connections, and enable sellers to compete on value instead of price.

The author explains the concept of value in modern sales, helping you to create winnable opportunities that result in premium pricing. You'll learn to make it easy for buyers to buy, sell to the C-suite, negotiate on value, close more business, expand your footprint, generate renewal sales year after year, and uncover additional buyer needs that will unlock new opportunities for more sales. The Power of Value Selling explains why how you sell is just as important as what you sell. You'll discover how to build credibility and rapport with your buyers, how to earn valuable time on their calendars, how to uncover business problems worth solving, and strategies to eliminate chances for buyers to delay or defer decisions. The Power of Value Selling is a comprehensive guide to a simple and powerful framework that accelerates sales, regardless of your product, service, or industry. It's an essential resource for both sales veterans and early-career sellers who want to keep things simple while driving real results in intensely competitive and challenging markets.

For more, visit valueselling.com today.

Back Jacket

Praise for THE POWER OF VALUE SELLING

"Julie provides practical advice and real-world examples for today's complex B2B sales environment. An essential read."
--Dale Robinette, Consultant, Vistage Master Chair, Scaling Up Coach

"Simple. Impactful. Relevant. This practical playbook for human-to-human connections will become the standard for customer-obsessed companies."
--Melissa Widner, CEO, Lighter Capital

"Generating scalable, profitable revenue takes work. Make it easier for your clients, sales team, and company by incorporating The Power of Value Selling. It will be one of the best decisions you will ever make."
-- Tim Marken, Former Chief Growth Officer, Boston Globe Media and Managing Partner, Leonidas Strategy Group

"The concept is timeless, and it works. The Power of Value Selling delivers a fresh perspective on how modern buyers want to buy. It is a must-read if you're interested in sales training and coaching."
--Richard Eldh, Founder, Emeritus, SiriusDecisions, Inc. and Former EVP, WW Sales, Gartner, Inc.

"Technology permeates all facets of business. But how do you sell complex technology? Julie's book shows how. It is the valuable guide you need to accelerate your sales results."
-- Dan Holmes, VP, Financial Services, Dun & Bradstreet

"What you will learn is the critical importance of how buyers want to buy as opposed to how sellers want to sell. The framework addresses this gap. A brilliant read for leaders who want to dominate their space!"
--Bradford T. Brown, CEO, BeLegendary.Coach

Author Biography

JULIE THOMAS is the President and CEO of ValueSelling Associates, an award-winning sales methodology and training company. She's also a sought-after speaker, consultant, and the author of ValueSelling: Driving Sales Up One Conversation at a Time.