Synopsis
SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!"
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About the Author
Don Hutson career spanning speaking, writing, consulting, and sales has brought him many honors. He worked his way through The University of Memphis, graduating with a degree in Sales. After a successful sales career, he established his own training firm and today is CEO of U. S. Learning based in Memphis, TN. He has spoken to over half of the Fortune 500, is featured in over 100 training films, and currently addresses some 50 audiences per year. He is the author or co-author of thirteen books, including the number one Wall Street Journal and New York Times best-seller, The One Minute Entrepreneur (with Ken Blanchard). Don s knowledge and platform experience in selling value, leadership and negotiations have been sought out by companies and associations throughout the free world. Don was on the Founding Board and is a Past President of The Society of Entrepreneurs. He was also on the Founding Board and is a Past President of the National Speakers Association, and a recipient of its Cavett Award for outstanding achievement. He is a member of Speakers Roundtable, a think tank of twenty thought leaders in training and development, and is also in the Speakers Hall of Fame."
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Selling Value: Key Principles of Value-Based Selling
Published by
Executive Books (edition ), 2014
ISBN 10: 1936354446
ISBN 13: 9781936354443
Used
Paperback
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Good. It's a preowned item in good condition and includes all the pages. It may have some general signs of wear and tear, such as markings, highlighting, slight damage to the cover, minimal wear to the binding, etc., but they will not affect the overall reading experience. Seller Inventory # 1936354446-11-1
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Selling Value: Key Principles of Value-Based Selling
Seller: Goodwill_NE_Indiana, Fort Wayne, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: good. A book that has been read but is in overall good condition. Very minimal wear damage to the cover including scuff marks, but no major holes or tears. The dust jacket if applicable may not be included. Binding may have minimal wear. The majority of pages are undamaged with minimal creasing or tearing. May have minimal pencil underlining and or highlighting of text and possible small amounts of writing. No missing pages. May have some light marks on the page edges or a remainder mark. May have pale yellow yellowed pages. Fast Shipping, safe and secure mailers. Stock photo used. Seller Inventory # FWV.1936354446.G