In a competitive world this is a great opportunity to carve out more new business opportunities and to make your value proposition more attractive.
Increase your profit margins even without increasing your overall sales revenue. Sales are vanity – profit is sanity.
The most successful sales people in the world are the ones who have the widest choices of approaches to use; so they can use the most effective one at the right time.
Having a robust process that engages customers with your value and reduces or eliminates the price pressure will boost your confidence & motivation leading to higher activity and better sales results for you!
You can either invest your whole life attempting to learn from the trial and error of your own sales efforts or you can simply apply a world of best practise solutions developed over decades by top sales people and compressed into this one book.
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. It has a plethora of ideas and tips for those new to sales and an opportunity for those with experience to challenge some conventional thinking, reshape & refocus their ideas and to build on what they currently do.
Along the way it gives the reader lots of opportunities to build their own value house as the book offers 18 different activities they can do as they go along. The activities will help the reader develop and fine tune their own value house and how they can manage price resistance more proactively and more effectively.
The ‘value House’ is a book about price pressure from customers, which has almost become the salesperson nemesis in most businesses. 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.
The journey of the ‘Value House’ book starts by looking at the likely causes of price pressure and goes on to suggest building a preventive process that can insulate the salesperson from price pressure – a value House. Using the analogy of building of building a house throughout the book, it offers practical approaches and tips to help the reader to build their own value house with activities the reader can do to:
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’.
"This book is a great tool for any business that is looking to defend their margins"
"The best book I've read on sales – directly tackling a problem for many businesses, being asked to drop the price. Whatever you sell this book will save you a fortune by reducing the number and amount of discounts you would have given away"
"Nick has put together in this book an essential toolkit for anyone in sales and negotiations, this is a must read"
"Your ability to sell higher priced products against lower priced competition is the key to more sales and higher income – and the book shows you how to do it"
"In 'The Value House' Nick has a gem of a book. Super, highly practical advice that when followed will close more sales and generate a stack of repeat business"
"It's actually much more than a book. It is a very thorough resource and workbook with everything a sales professional needs to sell on value. I definitely recommend this resource to sales professionals at all levels -- from those just starting out to sales expertise, The Value House will deliver"
