The Power of Value Selling – The Gold Standard to Drive Revenue and Create Customers for Life

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.

Foreword--The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv Introduction: The More Things Change, the More They Stay the Same xix I Why ValueSelling, Why Now 1 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) 3 2 How You Sell Is Just as Important as What You Sell 13 3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21 II Put the Pro Back in Sales Professional 31 4 People Buy from People: Building Credibility, Trust, and Rapport 33 5 Think Like an Executive 51 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63 III Create Sales Opportunities You Can Win 81 7 Earn Time on Their Calendar 83 8 Uncover Business Problems Worth Solving 109 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125 IV Enable the Buying Process 139 10 Reverse Engineering the Buying Process 141 11 Speak Value to Power 153 12 Handling Objections and Negotiating on Value, Not Price 169 V Cement Customer Relationships 185 13 Land and Expand: Strategies for Account Penetration 187 14 Creating Brand Advocates and Customers for Life 197 Notes 211 Acknowledgments 217 About the Author 221 Index 223