The Value House
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The Value House

How to build a price resistant sales approach
 Ebook
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ISBN-13:
9781907722943
Einband:
Ebook
Seiten:
132
Autor:
Nick (Bob) Baldock (Hayward)
eBook Typ:
Adobe Digital Editions
Kopierschutz:
Adobe DRM [Hard-DRM]
Sprache:
Englisch
Beschreibung:

How much more successful in Selling could you be with less price resistance from customers? This book will show you how. Whether you are completely new to sales or have many years experience, the 'Value House' offers a fresh perspective on an old challenge, the price objection which has almost become the salesperson nemesis. This book has a wealth of ideas, tips & strategies to help you to challenge some conventional thinking and to reshape & refocus your ideas. The 'Value House' book is about avoiding price pressure from customers, by following the analogy of building a house. But are salespeople actually to blame? The' Value House' sets out to understand why sales people get and fear price pressure and how best they can respond to it in a difficult economic climate. This book gives you the opportunity to build your own Value House offering many different activities you can apply to your own business. These activities will help you manage price resistance more proactively and more effectively.Buying this book will help you to: identify the right market to sell to the right people, improve your conversion ratio from interest to order, develop well guided tactical questions, build a powerful value proposition for your company, create a stronger climate of agreement with your customers, avoid Price pressure, defend and justify your price more effectively, build stronger customer loyalty, seek more referrals & Testimonial letters. As markets are more and more competitive with buyers often spoilt for supplier choice, never has there been a better time for salespeople in every company to have an established and well built 'Value House'.
Whether you are completely new to sales or have many years experience, the 'Value House' offers a fresh perspective on an old challenge, the price objection. This book has a wealth of ideas, tips and strategies to help you to challenge some conventional thinking and to reshape and refocus your ideas.
How much more successful in Selling could you be with less price resistance from customers? This book will show you how. Whether you are completely new to sales or have many years experience, the 'Value House' offers a fresh perspective on an old challenge, the price objection which has almost become the salesperson nemesis. This book has a wealth of ideas, tips & strategies to help you to challenge some conventional thinking and to reshape & refocus your ideas. The 'Value House' book is about avoiding price pressure from customers, by following the analogy of building a house. But are salespeople actually to blame? The' Value House' sets out to understand why sales people get and fear price pressure and how best they can respond to it in a difficult economic climate. This book gives you the opportunity to build your own Value House offering many different activities you can apply to your own business. These activities will help you manage price resistance more proactively and more effectively.Buying this book will help you to: identify the right market to sell to the right people, improve your conversion ratio from interest to order, develop well guided tactical questions, build a powerful value proposition for your company, create a stronger climate of agreement with your customers, avoid Price pressure, defend and justify your price more effectively, build stronger customer loyalty, seek more referrals & Testimonial letters. As markets are more and more competitive with buyers often spoilt for supplier choice, never has there been a better time for salespeople in every company to have an established and well built 'Value House'.
Introduction
What is a Value House?

Chapter one – Where to build your Value House
Defining your target market and customers

Chapter two - Building the foundations of the value house
Having a sales plan and processes in place
Understanding what your clients need
Knowing the strengths and limitations of your product

Chapter three – Building blocks
Your website & sales literature
Sales Letters
Forging differentiators
Paradox sales principles as a differentiator
Dealing with our own mentality
Sales people and sales skills
Vicious circle
What sales process would help?

Chapter four – Weatherproofing
Why do we need Mechanisms in our process?
Sales pipeline & key ratios
Targeting the right type of prospects
Setting objectives
Developing your value proposition
Developing precise targeted questions
Signposts
Highlighting the objection before they do
Summarising
Getting feedback
Focussed proposals

Chapter five – Snagging
Gaining commitment

Chapter six – Keeping stormy weathers out
Building rapport at all stages
Strategy one -Defend and justify your price
Strategy two – Negotiate on price
Strategy three - Show movement on price
Strategy four - Walk away from price

Chapter seven – Keep people safe
Customer loyalty – keep our good customer in the house
Asking for testimonials/referrals
Gaining feedback to use back in your Value House

Chapter eight - Conclusion
Review of key activities
Is there a correlation between recessions and price pressure?
What’s the weather forecast look like?

Acknowledgements

Profile of the Author

Testimonials

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