Overview

Full Product Details

9781942267829

Table of Contents

Reviews

Now more than ever is there a need to have a salesforce that thinks beyond the immediate need to sell. To create an interaction with your customer that provides mutual value is imperative on the commercial stage. Being able to shift the customer's mind-set to one of value creation is the key to long term repeat trading based on trust, accountability, and knowledge. Having 'Sales Value Propositions - The Cutting Edge' as a reference guide with intelligent insight and examples is a fabulous way to repeat and practice this vital commercial strategy. --Rob Glasper, UK National Customer Service Manager Since my sales team have learnt the technique of writing a successful SVP, they now have the tools to clearly differentiate themselves by understanding the customer and their requirements, whilst demonstrating credibility and a return on investment. --Mark Berry, Sales Director, Jade Solutions (UK) Limited If you want to give an organisation or individual 'the irresistible reason' to do business with you, then read 'Sales Value Propositions - The Cutting Edge'. It explains the importance why and how to get their attention immediately - straight to the point in a clear succinct way using a personalised pr cis that they can use and anyone in their organisation can understand. The five component parts of the Sales Value Proposition in this book are simple and they work! In my experience they deliver the most successful results of any value proposition that I have used or seen --Craig Spencer (F.Aps), Sales Director, Southern District, Neopost UK 'Sales Value Propositions - the Cutting Edge' is an essential read for any sales professional or customer facing executive wanting to succeed in business today. Throughout the book, you benefit from a practical 'how-to' approach that is geared to helping you succeed. For a customer-centric and successful sales approach, start applying the five stages to your value propositions and be amazed at how it will influence your successes. Enjoy the read, and happy selling. --Vanessa Walmsley, Operations Director EMEA - Vizrt Everyone is busy in today's business world, and to stand out from the crowd and accelerate sales success, multiple stakeholders in the product/service company need to understand the SVP and how to build one. 'Sales Value Propositions - The Cutting Edge' describes the simple structure of an SVP and provides a formula to follow, which is easy for everyone to understand and results in communication with a customer which is targeted, specific, and personal. I love the fact the book simplifies something which really shouldn't be difficult at all. --Peter Wheeler, Head of Sales, Service, Marine and Power Plants

Author Information

Terry Barge has been specializing in strategic sales and business development since 1995. His consultancy is based in the UK but he operates internationally. He has worked with leading organisations in the technology, telecommunications, logistics and manufacturing and financial services sectors in more than fifty countries, in addition to holding a number of senior sales and sales management positions throughout his career.

Tab Content 6

Customer Reviews

Recent Reviews

Countries Available