{"product_id":"the-power-of-value-selling-isbn-9781394182565","title":"The Power of Value Selling","description":"\u003cp\u003e\u003cb\u003eBuild strong connections to accelerate sales results\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eThe Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life\u003c\/i\u003e, 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.\u003c\/p\u003e \u003cp\u003eThis 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eStrategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales\u003c\/li\u003e \u003cli\u003eMethods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars\u003c\/li\u003e \u003cli\u003eWays to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework\u003c\/li\u003e \u003cli\u003eActions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eAn indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, \u003ci\u003eThe Power of Value Selling \u003c\/i\u003ewill also benefit early-career salespeople looking for practical sales strategies that work in competitive markets.\u003c\/p\u003e \u003cp\u003eForeword—The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv\u003c\/p\u003e \u003cp\u003eIntroduction: The More Things Change, the More They Stay the Same xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI Why ValueSelling, Why Now 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What’s Changed) 3\u003c\/p\u003e \u003cp\u003e2 How You Sell Is Just as Important as What You Sell 13\u003c\/p\u003e \u003cp\u003e3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII Put the Pro Back in Sales Professional 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 People Buy from People: Building Credibility, Trust, and Rapport 33\u003c\/p\u003e \u003cp\u003e5 Think Like an Executive 51\u003c\/p\u003e \u003cp\u003e6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIII Create Sales Opportunities You Can Win 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Earn Time on Their Calendar 83\u003c\/p\u003e \u003cp\u003e8 Uncover Business Problems Worth Solving 109\u003c\/p\u003e \u003cp\u003e9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIV Enable the Buying Process 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e10 Reverse Engineering the Buying Process 141\u003c\/p\u003e \u003cp\u003e11 Speak Value to Power 153\u003c\/p\u003e \u003cp\u003e12 Handling Objections and Negotiating on Value, Not Price 169\u003c\/p\u003e \u003cp\u003e\u003cb\u003eV Cement Customer Relationships 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e13 Land and Expand: Strategies for Account Penetration 187\u003c\/p\u003e \u003cp\u003e14 Creating Brand Advocates and Customers for Life 197\u003c\/p\u003e \u003cp\u003eNotes 211\u003c\/p\u003e \u003cp\u003eAcknowledgments 217\u003c\/p\u003e \u003cp\u003eAbout the Author 221\u003c\/p\u003e \u003cp\u003eIndex 223\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJULIE THOMAS\u003c\/b\u003e 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 \u003ci\u003eValueSelling: Driving Sales Up One Conversation at a Time\u003c\/i\u003e.    \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eThe Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life,\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003eThe 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. \u003ci\u003eThe Power of Value Selling\u003c\/i\u003e explains why \u003ci\u003ehow\u003c\/i\u003e you sell is just as important as \u003ci\u003ewhat\u003c\/i\u003e 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. \u003ci\u003eThe Power of Value Selling\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003eFor more, visit valueselling.com today.       \u003c\/p\u003e\u003cp\u003ePraise for \u003cb\u003eTHE POWER OF VALUE SELLING\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“Julie provides practical advice and real-world examples for today’s complex B2B sales environment. An essential read.”\u003cbr\u003e \u003cb\u003e—Dale Robinette,\u003c\/b\u003e Consultant, Vistage Master Chair, Scaling Up Coach \u003c\/p\u003e\u003cp\u003e“Simple. Impactful. Relevant. This practical playbook for human-to-human connections will become the standard for customer-obsessed companies.”\u003cbr\u003e  \u003cb\u003e—Melissa Widner,\u003c\/b\u003e CEO, Lighter Capital \u003c\/p\u003e\u003cp\u003e“Generating scalable, profitable revenue takes work. Make it easier for your clients, sales team, and company by incorporating \u003ci\u003eThe Power of Value Selling\u003c\/i\u003e. It will be one of the best decisions you will ever make.”\u003cbr\u003e  \u003cb\u003e— Tim Marken,\u003c\/b\u003e Former Chief Growth Officer, Boston Globe Media and Managing Partner, Leonidas Strategy Group \u003c\/p\u003e\u003cp\u003e“The concept is timeless, and it works. \u003ci\u003eThe Power of Value Selling\u003c\/i\u003e 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.”\u003cbr\u003e  \u003cb\u003e—Richard Eldh,\u003c\/b\u003e Founder, Emeritus, SiriusDecisions, Inc. and Former EVP, WW Sales, Gartner, Inc. \u003c\/p\u003e\u003cp\u003e“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.”\u003cbr\u003e  \u003cb\u003e— Dan Holmes,\u003c\/b\u003e VP, Financial Services, Dun \u0026amp; Bradstreet  \u003c\/p\u003e\u003cp\u003e“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!”\u003cbr\u003e   \u003cb\u003e—Bradford T. Brown,\u003c\/b\u003e CEO, BeLegendary.Coach\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990318399717,"sku":"NP9781394182565","price":28.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394182565.jpg?v=1761787333","url":"https:\/\/k12savings.com\/products\/the-power-of-value-selling-isbn-9781394182565","provider":"K12savings","version":"1.0","type":"link"}