ValueSelling: Driving Up Sales One Conversation At A Time [Paperback]

Julie Thomas (Author)

Editorial Reviews

Product Description

ValueSelling Driving Up Sales One Conversation At A Time ValueSelling is a remarkable field-honed guidebook for sales executives and managers striving to compete more effectively. To help readers gain and consistently maintain their winning edge, author Julie Thomas shares the simple yet powerful framework that fueled her meteoric rise to CEO of ValueVision Associates. Written for sales professionals who compete in the most demanding worldwide sales arenas complex, high-end products or services readers in all sales environments will find ValueSelling relevant and easy to absorb. Pragmatic and fast-paced, each chapter focuses on specific strategies to move the sale forward. Filled with case studies, tactics and tips, readers can instantly put ValueSelling to work and drive up their sales one conversation at a time.

Product Details

• Paperback: 160 pages
• Publisher: VVA Publishing (June 30, 2006)
• Language: English
• ISBN-10: 0976999404
• ISBN-13: 978-0976999409
• Product Dimensions: 9 x 6.1 x 0.4 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Bestsellers Rank: #166,839 in Books (See Top 100 in Books)

  #44 in

  Books > Business & Investing > Marketing & Sales > Sales & Selling > Management

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars This is one of the best sales books I have read in 2007- Value in spades, December 11, 2007

By	Reg Nordman "(K)nights on the Road" (Vancouver, BC Canada) - See all my reviews (REAL NAME)

This review is from: ValueSelling: Driving Up Sales One Conversation At A Time (Paperback)

This is a logical extension of the New Solution Selling. It has many of the attributes but it goes so much further. This is one of the best sales books I have read in 2007. It is short, concise, immediately useful and very well thought out.

E.g. under common objections:

* "Your price is too high" -the value hasn't been clearly established
* "I have to talk with my boss" - your prospect is not the power person
* " I don't see the difference between your solution and the others we are reviewing" - You have not established the differentiated vision/match
* " I am not sure that we are ready for this type of product yet" You have not successfully mitigated the risk as it relates to their business issue or person issue.

Ring any bells? Order/buy this book for your sales team. It is well worth itto your bottom line.

1 of 1 people found the following review helpful:

5.0 out of 5 stars An Invaluble Sales Resource, June 24, 2007

By	Joe Heller "High Performance Sales Training" (Houston, TX USA) - See all my reviews (REAL NAME)

This review is from: ValueSelling: Driving Up Sales One Conversation At A Time (Paperback)

I speak around the world on lead generation and marketing strategy. Julie did an outstanding job crafting "ValueSelling: Driving Up Sales One Conversation At A Time" to give you a roadmap on how to master complex sales strategy.

There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.

Julie gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.

It is an invaluable resource that anyone serious about selling should have in their personal library.

Joe Heller, Trust Cycle Selling