Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation
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Most Helpful Customer Reviews
22 of 24 people found the following review helpful:
5.0 out of 5 stars
The ONLY way to sell,
By Ken Blakely (Costa Mesa, CA) - See all my reviews
This review is from: Competing on Value (Hardcover)
This book discusses VALUE. Value is not what you put INTO your products and services, it is what the customer GETS OUT. Three qualifiers of value are how much, how soon, and how sure--these are what the customer needs to know.Value is applied to impact a customer's business--his profits. Profits come from the customer selling more and/or from reducing costs. Nothing else matters. Four chapters summarize the value strategy: know your value, price your value, sell your value, and control your value. These chapters and this book are invaluable for getting away from selling on features and functions and, instead, competing on value. This book is tremendous in its own right, and it is--or should be--the "prerequisite" for one of Hanan's other books, "Consultative Selling." In summary, this is highly recommended for every company that sells products and/or services.
3.0 out of 5 stars
Pretty Common Sense Stuff, but...,
By
This review is from: Competing On Value
It contains mostly common sense - but as we all know, common sense isn't common. The most important take aways from the book were th know what your value really is, know how to effectively measure it, now how to effectively translate the value into customer value, and know how to reliably control the delivery of the value to the market. A good reminder.
3.0 out of 5 stars
Pretty Common Sense Stuff, but...,
By
Amazon Verified Purchase(What's this?)
This review is from: Competing on Value (Hardcover)
It contains mostly common sense - but as we all know, common sense isn't common. The most important take aways from the book were th know what your value really is, know how to effectively measure it, now how to effectively translate the value into customer value, and know how to reliably control the delivery of the value to the market. A good reminder.
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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First Sentence:
In the American economy during most of the twentieth century, with its industrial manufacturing base and preoccupation with learning curves of low-cost production and mass commodity product marketing, margins were the innovator's privilege. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
critical success function, revenue expansion, cannot price, norm challenge, soft values, full margins, partner material, opportunity loss New!
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
In the American economy during most of the twentieth century, with its industrial manufacturing base and preoccupation with learning curves of low-cost production and mass commodity product marketing, margins were the innovator's privilege. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
critical success function, revenue expansion, cannot price, norm challenge, soft values, full margins, partner material, opportunity loss New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Citations (learn more)
This book cites 1
book:
8
books
cite this book:
See all 8 books citing this book
- Successful Market Penetration: How to Shorten the Sales Cycle by Making the First Sale the First Time by Mark Hanan in Back Flap
- Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know by Kevin Davis on page 220, and Back Matter
- Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels by Mack Hanan in Front Matter (1), and Front Matter (2)
- Early-Stage Technologies: Valuation and Pricing (Intellectual Property-General, Law, Accounting & Finance, Management, Licensing, Special Topics) by Richard Razgaitis on page 41
- GIS for Sustainable Development by Michele Campagna on page 102
- How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 2 by Art Sobczak on page 93
See all 8 books citing this book
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