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Selling value : key principles of value-based selling

Author: Don Hutson; Kenneth H Blanchard
Publisher: Mechanicsburg, PA : Executive Books, an imprint of Tremendous Life Books, [2014]
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:
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  Read more...
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Document Type: Book
All Authors / Contributors: Don Hutson; Kenneth H Blanchard
ISBN: 9780692259122 0692259120
OCLC Number: 894308441
Description: 319 pages ; 23 cm
Responsibility: Don Hutson ; foreword by Ken Blanchard.

Abstract:

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.

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