Competing on Value (Hardcover)

~ Mack Hanan (Author), Peter Karp (Author) "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..." (more)
Key Phrases: critical success function, revenue expansion, cannot price (more...)

Editorial Reviews

Product Description

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

Product Details

• Hardcover: 220 pages
• Publisher: AMACOM; illustrated edition edition (April 22, 1991)
• Language: English
• ISBN-10: 0814450369
• ISBN-13: 978-0814450369
• Product Dimensions: 9.5 x 6.5 x 0.8 inches
• Shipping Weight: 14.2 ounces
• Average Customer Review: 3.5 out of 5 stars  See all reviews (4 customer reviews)
• Amazon.com Sales Rank: #729,452 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

22 of 24 people found the following review helpful:

5.0 out of 5 stars The ONLY way to sell, March 29, 2000

By	Ken Blakely (Costa Mesa, CA) - See all my reviews

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..., April 6, 2009

By	Edward J. Barton (Mill Creek, WA) - See all my reviews (REAL NAME)

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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.

5.0 out of 5 stars Classic Primer on Value Selling, March 10, 2009

By	Allen Balch "sbalch" (Houston, TX) - See all my reviews (REAL NAME)

Here it is, March 2009 and I'm just now getting around to reviewing this book. My apologies to Mack and Peter! Even though the book is quite old (by today's standards) its lessons are timeless. Especially relevant in today's corporate world are the sections on:

- how to talk value to different levels in an organization
- understanding how "good enough" can be a devastating opponent
- how to reposition your competitor as low value

Some of the examples are a bit dated, but the principles are still highly relevant. This is a great book for both beginner and expert salespeople. It is also relevant for selling "internal" ideas!