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. Read more