The Value House

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'.

IntroductionWhat is a Value House?Chapter one – Where to build your Value HouseDefining your target market and customersChapter two - Building the foundations of the value houseHaving a sales plan and processes in placeUnderstanding what your clients needKnowing the strengths and limitations of your productChapter three – Building blocksYour website & sales literatureSales LettersForging differentiatorsParadox sales principles as a differentiatorDealing with our own mentalitySales people and sales skillsVicious circleWhat sales process would help?Chapter four – WeatherproofingWhy do we need Mechanisms in our process?Sales pipeline & key ratiosTargeting the right type of prospectsSetting objectivesDeveloping your value propositionDeveloping precise targeted questionsSignpostsHighlighting the objection before they doSummarisingGetting feedbackFocussed proposalsChapter five – SnaggingGaining commitmentChapter six – Keeping stormy weathers outBuilding rapport at all stagesStrategy one -Defend and justify your priceStrategy two – Negotiate on priceStrategy three - Show movement on priceStrategy four - Walk away from priceChapter seven – Keep people safeCustomer loyalty – keep our good customer in the houseAsking for testimonials/referralsGaining feedback to use back in your Value HouseChapter eight - ConclusionReview of key activitiesIs there a correlation between recessions and price pressure?What’s the weather forecast look like?AcknowledgementsProfile of the AuthorTestimonials