Archive for December 11th, 2007

ValueSelling. Driving up sales one conversation at time. Julie Thomas

ValueSelling. Driving up sales one conversation at time. Julie Thomas. 2006. ISBN 0976999404. This is a logical extension of the New Solution Selling. It has many of the attributes but it goes so much further. Thi sis 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.

Category: Sales, Sales Efficiency

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