The Power of Value Selling - by Julie Thomas (Hardcover)

About the Book

"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 environments. Julie Thomas provides an actionable guide to having better business conversations, the kind that build trust, forge human-to-human connections, and enable sellers to compete on value, not price. In fast-paced chapters, Thomas guides sales professionals through the concept of value in modern sales, creating winnable opportunities that result in premium pricing, making it easy for buyers to buy, selling to the C-suite, negotiating on value, and how to close more business, expand your footprint and generate renewal sales year after year. The result is a comprehensive guide to a simple yet powerful framework that will accelerate sales results regardless of your product, service, or industry. Whether you're a veteran or just starting your sales career, this book will help you Keep it Simple. Drive Results"--

Book Synopsis

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.

From the Back Cover

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

About the Author

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.