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

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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

ISBN-13: 9781619846234
Publisher: Price World Publishing
Publication date: 05/22/2017
Pages: 158
Product dimensions: 5.50(w) x 8.50(h) x 0.34(d)

About the Author

Dr Mark Holmes is a senior lecturer in preventive veterinary medicine, Chairman of the Farm Animal Epidemiology and Informatics Unit, and director of the Outreach Program of the Cambridge Infectious Diseases Consortium, at the University of Cambridge.
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.

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