The Value Sale
Description
If you can prove ROI, you can sell anything.
You're struggling to make sales, and you know it. When meeting with prospects, you routinely challenge them to move to the next step in the sales process, but they're still not buying. You're good at showing them your product's features, but that's not helping to close deals.
Ian Campbell wants to permanently disrupt your sales slump. You can't afford to ignore The Value Sale's winning method for showing value to prospects, quantifying benefits, and creating a winning ROI business case for your product.
Discover the strategy to weave value into the entire sales process. Learn how simple changes in the way you speak can bring more leads, more sales, and happier customers. Master the step-by-step process to identify value points and prove ROI. The secrets of The Value Sale will revitalize the way you do business.
More details
Person
Content
- Intro
- Introduction
- 1. Value in the Sales Funnel
- 2. Buying Motives
- 3. Features versus Benefits
- 4. Breadth and Repeatability
- 5. Prepping for the First Meeting
- 6. Financial Metrics
- 7. Assessing Costs
- 8. Assessing Benefits
- 9. Gathering Proof Points
- 10. Advanced Techniques: Worst-Case Scenario
- 11. How Marketing Delivers Value
- 12. Putting It All Together
- Conclusion
- About the Author
