The 5 Rules of Megavalue Selling: How to Communicate Customer Value and Differentiate From Competitors

by Mark Holmes

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 -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.

158 pages, Paperback

Published May 22, 2017

Reviews

[Kwang Wei Long · Rating 5 out of 5]

Engaging story that walks you through value selling.
Easy to read and understand.
Very much like Bob Burg kind of book, the 'go-giver', 'it's not about you'.
Highly recommended!

[Thourya · Rating 4 out of 5]

Mary the salesperson who was telling herself that she couldn't beat her competitor because they were offering fewer prices and she couldn't do anything when it comes to lowering the prices and how she turned into a talented salesperson who could convince anyone of anything.
The is great for anyone trying to learn sales to understand how clients actually think and how one word could make you lose a lot of money.
Trying to sell your products, Your IT services, or You want to prove that you deserve your new job? Then you should read it too.
It helped me to understand many things.
I recommend reading it.

[Carsten Hansen · Rating 5 out of 5]

As a sales professional and sales trainer, I'm always on the look out for interesting books on sales and this book by Mark Holmes struck a cord with me. One of my key philosophies has always been, that business you win on rates, you will always lose on rates at some point. Eventually, somebody will come by with lower rates. However, if you sell service and value before discussing rates, then you have truly built the foundation for something lasting. This book takes that into account but further expands well beyond that with depth and insights that I haven't seen in a book of this kind for quite some time.
Center for the book is a fable in the style of Ken Blanchard's books, following the troubles and successes of Mary Minor, her family, and the company Champs Chemicals. The fable was well-told and brought a lot of everyday concerns and frustrations of an outside sales person, but it also clearly outlined why the sales person have these problems.
Ultimately, I found this book very enlightening, educational and I have already started recommending it to people in sales that are struggling with exactly the type of problems this book deals with.