In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client’s terms, orient a pitch …
Tag: Value
Permanent link to this article: http://www.learnsale.com/sales-training/sales-call-planning/value-added-selling-how-to-sell-more-profitably-confidently-and-professionally-by-competing-on-value-not-price/
May 01 2013
Negotiating and Influencing Skills: The Art of Creating and Claiming Value
Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed …
Permanent link to this article: http://www.learnsale.com/sales-training/negotiating-training/negotiating-and-influencing-skills-the-art-of-creating-and-claiming-value/
Apr 28 2013
New Supply Chain Agenda: The 5 Steps That Drive Real Value
Is your company delivering products to customers at the right time, place, and pricewith the best possible availability and lowest possible cost and working capital? If not, you’re probably alienating your customers and suppliers, eroding shareholder value, and losing control of your fixed costs. These dangerous mistakes can put you out of business.In The New …
Permanent link to this article: http://www.learnsale.com/sales-training/sales-call-planning/new-supply-chain-agenda-the-5-steps-that-drive-real-value/
Apr 24 2013
Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition
A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers — this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of customers’ desires. And, consequently, customer experiences …
Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/superior-customer-value-strategies-for-winning-and-retaining-customers-third-edition/
Apr 22 2013
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, …
Permanent link to this article: http://www.learnsale.com/sales-management/negotiating-with-backbone-eight-sales-strategies-to-defend-your-price-and-value/
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