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Selling Your Value Proposition: How to Transform Your Business into a Selling Organization
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SELLING YOUR VALUE PROPOSITION: HOW TO TRANSFORM YOUR BUSINESS INTO A SELLING ORGANIZATION

PAPERBACK BY BARNES, CINDY; BLAKE, HELEN; HOWARD, TAMARA

£26.99

ISBN
9780749479916
IMPRINT
KOGAN PAGE LTD
 
 
EDITION
PUBLISHER
KOGAN PAGE LTD
STOCK FOR DELIVERY
IN STOCK
FORMAT
PAPERBACK
PAGES
232 pages
PUBLICATION DATE
03 MAY 2017

DESCRIPTION

A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently. Featuring case studies and interviews with renowned business leaders and influencers, Selling Your Value Proposition demonstrates how value propositions adeptly position a business across a range of industries. The techniques and skills shared have all been honed through the authors' experience with more than 600 companies around the world, and clear, step-by-step guidelines will empower all readers to effectively focus their value propositions for competitive success.

CONTENTS

    • Chapter - 00: Introduction;
    • Chapter - 01: How the World Has Changed;
    • Chapter - 02: Why a Value Proposition is Critical to Business Survival;
    • Chapter - 03: Lessons Learned from 600+ Organisations;
    • Chapter - 04: Designing the Sales Proposition;
    • Chapter - 05: The Sales Process;
    • Chapter - 06: Turning your Value Proposition into your Sales Propositions;
    • Chapter - 07: Crafting your Sales Story;
    • Chapter - 08: Winning Business - The 10 Laws of Value Proposition Selling