The Sales Value Chain: A Guide to Creating Value for Your Customers & Your Career

See How This Small Book Can Have a Big Impact on Your Career!

The Sales Value Chain is not a traditional sales training book or a rigid sales methodology. It is a guide that coaches you to enhance sales trainings by incorporating new strategies that make selling more productive, effective and lucrative.

The Sales Value Chain explains how to add value in every step of the sales cycle. At the core of a buying transaction is the value a salesperson needs to convey from the first interaction with a buyer to the final steps in the buying process. The value a product or service provides, the communication skills, product knowledge, urgency and reliability that the salesperson demonstrates, are all links in establishing and creating value. Creating value for prospects and customers through sales activities is a significant differentiator that will lead you to outpace your peers and competitors. Learn how value is both tangible and intangible. The tangible is how well a product or service solves a buyer's needs. The intangible is the belief a salesperson instills in a prospect that doing business with them and their company will produce a positive outcome.

The Sales Value Chain is a must-read for sales professionals and anyone else who wants to successfully influence their target audience. Successful selling is more than just closing a sale. It is establishing and maintaining productive relationships, and taking personal responsibility to follow through on commitments to customers and colleagues. Successful selling is also about developing a philosophy of selling that reflects your personal values and the way in which you go about doing business.