{"id":778,"date":"2019-08-28T01:46:45","date_gmt":"2019-08-28T01:46:45","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=778"},"modified":"2019-08-28T01:46:59","modified_gmt":"2019-08-28T01:46:59","slug":"valueselling-book-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2019\/08\/28\/valueselling-book-summary\/","title":{"rendered":"ValueSelling (Book Summary)"},"content":{"rendered":"
\n

ValueSelling: Driving Up Sales One Conversation At A Time by Julie Thomas<\/a><\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

Chapter 1: ValueSelling: The Simplicity and Power are Built\nIn<\/strong><\/p>\n\n\n\n

  • Ask, don\u2019t tell.<\/li>
  • Clearly connect the unique benefits of your\nproduct or service to their specific business and personal issues.<\/li>
  • Underestimating the power that the executives\nhave and the lack of power that middle management often has continues to be a blind\nspot for many sales executives.<\/li>
  • Successful customer interaction entails\neffectively uncovering their business and personal issues by asking the right\nquestions in the right order and with the right level of depth. <\/li><\/ul>\n\n\n\n

    Chapter 2: The Foundation of ValueSelling: People Buy\nfrom People <\/strong><\/p>\n\n\n\n

    • While price and capabilities are and will always\nbe important to the equation, customers are increasingly looking for partners\nwho have the same values, can be trusted, and are accountable. <\/li>
    • Most People will spend more time doing things to\navoid looking bad rather than take the time to look good and succeed.<\/li>
    • Creating a Differentiated VisionMatch: The key\nis that your prospects must envision the capabilities of the product or service\nyou offer in a way which enables them to solve their problems better than with\nany other alternatives. <\/li>
    • You cannot make a sale unless you satisfy a\nprospects personal reason to change or act, also known as the \u201cwhat’s in it for\nme,\u201d or WIIFFM, factor. <\/li>
    • In reality, the higher up you go, the easier it often\nis to have a business conversation. <\/li><\/ul>\n\n\n\n

      Chapter 3: Connecting the Dots for Your Customers<\/strong><\/p>\n\n\n\n

      • Determine whether your prospect has the ability\nand authority to purchase. <\/li><\/ul>\n\n\n\n

        Chapter 4: Asking the Right Questions<\/strong><\/p>\n\n\n\n

        • We often demonstrate more value to our customers\nthrough the questions we asked them the answers we give. <\/li>
        • By asking the right questions and getting\nagreement each step of the way, he was able to retrace the issues and the\nagreements they’d made in order to keep his customer moving up the Hill to\nagreement. <\/li>
        • Once a prospect agrees a problem exists, it is\nan invitation to ask about their view of potential solutions – and to create a\nneed for yours. <\/li>
        • It’s not about you –  focus on the needs of the prospects first so\nthat you can differentiate your features. <\/li>
        • Simply asking is not enough \u2013 To gain a clear,\ncomplete understanding of your prospect\u2019s needs, you must ask the right\nquestions in the right order:
          • Open-ended questions enable you to learn the\nprospect\u2019s perspective<\/li><\/ul>
            • Probing allows you to uncover specific details. <\/li><\/ul>
              • Confirming enables you to clarify for\nunderstanding. <\/li><\/ul><\/li><\/ul>\n\n\n\n

                Chapter 5: Crafting the Differentiated VisionMatch<\/strong><\/p>\n\n\n\n

                • Step 1 \u2013 Uncovering the Business Issue: The\nbusiness issue is the high-level barrier that a company faces in achieving the\nstated business objective.<\/li>
                • Step 2 \u2013 Develop the Problems<\/li>
                • Step 3 \u2013 Develop the Prospect\u2019s View of the Solution:\nIt is important to understand the prospect\u2019s view of what they think it will\ntake to resolve their business issues and problems before providing a detailed\nthat sales presentation or pitch. <\/li>
                • The key 2 solution or consultative selling is\nbecoming the diagnostician guide for the prospect to uncover the root causes. Get\nat the root cause of your prospect\u2019s problems prior to offering a solution. <\/li>
                • You could be different in 20 categories, but if\nyour prospect cares only about one of those categories, then you really only\nhave one differentiator that matters. <\/li><\/ul>\n\n\n\n

                  Chapter 6: Developing Value\u2026 Both Business and Personal<\/strong><\/p>\n\n\n\n

                  • As sales professionals, we are going to uncover\nwhat each individual customer or prospect values and connected that with our\nunique solutions. <\/li>
                  • Even in a business setting, people\u2019s personal\nagendas and motivations will drive their behavior. <\/li>
                  • One personal value is high, your prospects will\nwork with you to craft and articulate the business value, but it personal value\nis low, there is a good chance you will never win the business. <\/li><\/ul>\n\n\n\n

                    Chapter 7: Identifying Power<\/strong><\/p>\n\n\n\n

                    • We have learned that many salespeople fool\nthemselves into believing that someone other than the one with power can\nsufficiently sell for them internally. Sometimes they are right; Yet often\nthey’re not. <\/li>
                    • Develop a VisionMatch with each team member so\nthat you can connect to and confirm their individual perspectives. <\/li>
                    • You dictate to the customer the conditions by\nwhich the sales process will unfold. One of the conditions – access to the\nsenior executives or stakeholders in the project organization – is your\nstandard mode of operation. How it might sound: \u201cOur standard engagement mode\nincludes an interview with all of the prospects stakeholders early on in the\nprocess.\u201d Be prepared to walk away if access you request is not granted. <\/li>
                    • Bargaining for access entails identifying\nanything of value that the mid-level prospect requests during the sales\nengagement, and bartering for executive access in return. <\/li>
                    • As sales professionals, we have to objectively\nunderstand how our prospects are going to make decisions and leverage that in\nour sales cycle. The key is to not fool yourself into thinking you’re working\nwith the power person and forecasting the sale as a closure when you’re not. <\/li>
                    • Maintain Contact with Power – Institute planned\naccess or conditional access to ensure that the power person remains within\nyour span of influence. <\/li><\/ul>\n\n\n\n

                      Chapter 8: Develop a Mutual Plan<\/strong><\/p>\n\n\n\n

                      • Send a follow up email to your prospect\nconfirming your understanding of the mutually-agreed upon-set of activities and\nmilestones required for you to receive the contract. <\/li>
                      • The mutual plan is a written document to be\ncrafted together by both you and your prospect. It begins with an understanding\nof the prospects decision process, internal procurement processes, and\nindividual requirements to purchase your products and services. <\/li>
                      • ValueSelling plans and when the prospects has\nachieved the value she expected an has resolved the business issue your\nsolution was intended to resolve. <\/li>
                      • The plan should include a confirmation of the\ndifferentiated vision match (business issue, problems an solution) and value,\nas well as a call to action – either for you or for your prospect – to clearly\nindicate the next steps in the sales process. <\/li>
                      • The best item to ask for in exchange for\nalterations to the plan is whatever will help close the sale faster. <\/li>
                      • Be sure the mutual plan includes all potential\nobstacles to winning the sale.<\/li><\/ul>\n\n\n\n

                        Chapter 9: Going for the Close<\/strong><\/p>\n\n\n\n

                        • If the prospect has an objection, it must be on\nthe table and addressed before you can move forward to the clothes. <\/li>
                        • As sales professionals, one of our key\nresponsibilities is to ensure that our prospects risk is mitigated. <\/li>
                        • Once you have clarified the objection and\ndiagnosed which area of the Formula is affected determine whether there is\nanything else that is keeping the prospects for moving forward. You want to\nsurface ALL of your prospect\u2019s concerns before you respond to any single\nobjection. We call this the \u201csharp angle close.\u201c How it might sound: \u201cIf we can\naddress and clarify the issue you have raised, how long before we can schedule\ndelivery?\u201c<\/li><\/ul>\n\n\n\n

                          Chapter 10: Implementing ValueSelling<\/strong><\/p>\n\n\n\n

                          • A top sales professional that I worked with once\ntold me that he wasn’t in sales; rather, he was in the customer success\nbusiness.<\/li><\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"

                            ValueSelling: Driving Up Sales One Conversation At A Time by Julie Thomas Chapter 1: ValueSelling: The Simplicity and Power are Built In Ask, don\u2019t tell. Clearly connect the unique benefits of your product or service to their specific business and personal issues. Underestimating the power that the executives have and the lack of power that […]<\/p>\n","protected":false},"author":1,"featured_media":783,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[1],"tags":[],"class_list":{"0":"post-778","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-uncategorized","8":"entry"},"aioseo_notices":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2019\/08\/value-selling.jpg?fit=1740%2C512&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p9j2qV-cy","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/778","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/comments?post=778"}],"version-history":[{"count":2,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/778\/revisions"}],"predecessor-version":[{"id":782,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/778\/revisions\/782"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media\/783"}],"wp:attachment":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media?parent=778"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/categories?post=778"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/tags?post=778"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}