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Selling Value: How to Win More Deals at Higher Prices
Salespeople who understand value win more deals at higher prices.
Customers ask for discounts; salespeople try to say “no.” But they rarely succeed. Most know they’re supposed to sell value, but don’t know how. This book reveals how buyers discover value, and how salespeople can help.
Using real-world examples, Dr. Stiving maps out the math to quantify value, then shows you how to use it to justify your price. You’ll learn how to recognize the best prospects to spend time with, and who you can safely ignore. He tells you when it’s appropriate to talk about competitors, and when to avoid it. He spells out exactly how to resist when pressed to discount, and ways to claw back margin when you must.
Everyone in the company is either creating or destroying value, so in the final chapters, Mark challenges marketing and management to work together to create and articulate value, to make selling easier, and produce maximum customer impact.
So, open your mind to a radically new way to sell. Value.
Customers ask for discounts; salespeople try to say “no.” But they rarely succeed. Most know they’re supposed to sell value, but don’t know how. This book reveals how buyers discover value, and how salespeople can help.
Using real-world examples, Dr. Stiving maps out the math to quantify value, then shows you how to use it to justify your price. You’ll learn how to recognize the best prospects to spend time with, and who you can safely ignore. He tells you when it’s appropriate to talk about competitors, and when to avoid it. He spells out exactly how to resist when pressed to discount, and ways to claw back margin when you must.
Everyone in the company is either creating or destroying value, so in the final chapters, Mark challenges marketing and management to work together to create and articulate value, to make selling easier, and produce maximum customer impact.
So, open your mind to a radically new way to sell. Value.
258 pages, Paperback
Published April 8, 2022
37 people are currently reading
47 people want to read
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Displaying 1 - 6 of 6 reviews
November 24, 2024
A good cover of all basics needed for a value sales approach; crosses with a lot of other books but keeps it simple and it’s a good refresher regardless how familiar you are with everything inside the book.
February 24, 2023
I can usually gauge the quality of a non-fiction (business) book by the amount of notes and marginalia I write, especially ideas I can take action on.
This book filled me with ideas, so it's a good one.
The central premise (value selling) is simple; but this book gave tons of tools, examples, and insights throughout the marketing and sales process to implement it.
I do feel like it could have benefit from a bit more editing and it could have been more condensed, but that was a minor downside.
This book filled me with ideas, so it's a good one.
The central premise (value selling) is simple; but this book gave tons of tools, examples, and insights throughout the marketing and sales process to implement it.
I do feel like it could have benefit from a bit more editing and it could have been more condensed, but that was a minor downside.
August 8, 2022
Simple, but provocative. You need to be pricing professional to capture a maximum out of it though.
March 4, 2024
Very insightful. I'll be reading this again
February 27, 2025
Way too much repetition. Book could have been half the number of pages….easily.
March 3, 2025
Very useful. I have A.D.D. and it was a struggle to stay into it as I found myself spacing a lot, but I kept at it and finished it!
Displaying 1 - 6 of 6 reviews