The Value House: How to Build a Price Resistant Sales Approach

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Ecademy Press, 2011 - Business & Economics - 156 pages
The Value House - how to build a price resistant sales approach. How much more successful in Selling could you be with less price resistance from customers? This book will show you how. Whether you are completely new to sales or have many years experience, the 'Value House' offers a fresh perspective on an old challenge, the price objection which has almost become the salesperson nemesis. This book has a wealth of ideas, tips & strategies to help you to challenge some conventional thinking and to reshape & refocus your ideas. The 'Value House' book is about avoiding price pressure from customers, by following the analogy of building a house. But are salespeople actually to blame? The' Value House' sets out to understand why sales people get and fear price pressure and how best they can respond to it in a difficult economic climate. This book gives you the opportunity to build your own Value House offering many different activities you can apply to your own business. These activities will help you manage price resistance more proactively and more effectively.Buying this book will help you to: identify the right market to sell to the right people, improve your conversion ratio from interest to order, develop well guided tactical questions, build a powerful value proposition for your company, create a stronger climate of agreement with your customers, avoid Price pressure, defend and justify your price more effectively, build stronger customer loyalty, seek more referrals & Testimonial letters. As markets are more and more competitive with buyers often spoilt for supplier choice, never has there been a better time for salespeople in every company to have an established and well built 'Value House'.
 

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Contents

Chapter oneWhere to build yourValue House
1
Chapter two Building the foundations of the value house
9
Chapterthree Building blocks
21
Chapter four Weatherproofing
69
Chapter five Snagging
111
Chapter six Keeping stormy weathers out
119
Chapter seven Keep people safe
151
Chapter eight Conclusion
167
Acknowledgements
173
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About the author (2011)

Nick Baldock's sales career spans over 35 years and embraces a vast array of sales experience from selling encyclopaedias door to door through to selling financial concepts at board level for American Express. He also worked in the highly competitive advertising industry for a number of years with the Daily Mail with a high degree of sales success leading to promotion to sales manager. Nick also spent two years in Sales Recruitment where he was Associate Director - Marketing for James Caan from BBC's 'Dragon's Den'. With James, he pioneered and developed two entirely new concepts to the UK Sales Recruitment industry - one of them making it into the Financial Times in 1987/1988. As a sales trainer for 22 years, his focus is very much on the 'how to' rather than some convoluted nice sounding theory that has no application in the real world. Nick's success stems from a life philosophy "You can achieve anything, provided you want to!" He is a keen runner and has run from Lands End to John O'Groats twice, ran in 15 marathons and has run across Death Valley in California twice. He is also one of the few people to run across America from San Francisco to New York, a distance of 2851 miles.

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