The 5 Rules of Megavalue Selling: How to Communicate Customer Value and Differentiate From Competitors

The 5 Rules of Megavalue Selling: How to Communicate Customer Value and Differentiate From Competitors

by Mark Holmes

NOOK Book(eBook)

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Overview

Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets?

This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the "VALUE" rules, a five steps approach salespeople use to win sales on value not price.

Megavalue Selling is a book salespeople can't put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers:

-Perfect questions for identifying a customer's existing and unrecognized value drivers.

-How to handle price pushback and commoditization.

-Practical approach for presenting proof.

-Actionable steps for identifying all decision influencers and their roles.

-Simple techniques to align value propositions with customer issues.

Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that's easy to apply. Mark learned B2B selling by making sales to CEO's in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.

Product Details

BN ID: 2940157595364
Publisher: Gatekeeper Press
Publication date: 05/22/2017
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 158
File size: 700 KB

About the Author

Mark Holmes helps organizations improve sales results. He consults, coaches, trains and speaks on sales development, sales management and strategic sales management. He is a best-selling author and his ideas have been featured in the Wall Street Journal, Sales & Marketing Management and FOX Business. He works with multi-national companies and small businesses in various industries.

Mark learned business-to-business sales by selling to C-level executives at Fortune 500 companies in his early twenties, became a top producer in three different companies, held executive positions in sales management, marketing and training. He is on a mission to provide companies with ideas and processes to articulate their value and differentiate from competitors, land strategic accounts and increase sales. Mark is rated by 94% of salespeople for “excellent” training and coaching because he is a master teacher and they trust him.

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