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.
|Publisher:||Price World Publishing|
|Product dimensions:||5.50(w) x 8.50(h) x 0.34(d)|
About the Author
Dr Peter Cockcroft is Programme Director of Cambridge Expert Vets, an independent veterinary education, training and support business. He was previously a senior lecturer in farm animal medicine at the University of Cambridge for 11 years.