Relevant Selling: Research Proves Customers Value More Than Just Price

Business & Finance, Marketing & Sales, Research, Economics, Development & Growth
Cover of the book Relevant Selling: Research Proves Customers Value More Than Just Price by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel, Executive Suite Press, Inc.
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Jaynie L. Smith, Craig L. Mowrey, Mark Steisel ISBN: 9781617509742
Publisher: Executive Suite Press, Inc. Publication: March 12, 2012
Imprint: Executive Suite Press, Inc. Language: English
Author: Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
ISBN: 9781617509742
Publisher: Executive Suite Press, Inc.
Publication: March 12, 2012
Imprint: Executive Suite Press, Inc.
Language: English

Many companies lament that price pressure has destroyed their margins and market share. Sales people are often convinced that price is their only tiebreaker. This book will show you research that proves otherwise. When customers are surveyed in double-blind studies, we learn that price is not the most important buying factor more than 90% of the time, but many companies cave in because they have no idea how to sell relevance. Without relevance, successful negotiation is seriously hindered. Research shows that 98% of the time companies have little or no internal agreement on what matters most to customers. External customer alignment falls apart. This is why most companies are not engaged in Relevant Selling. Price trumps value if you don't know how your customers define value. Internal strategic decisions risk going aground when the customer perspective is ignored. Relevant Selling shows you the importance of learning what is most relevant to your customers, your prospects and your different target markets, noting they almost always require tailored messaging to be relevant - yet, that rarely happens. You will learn how to obtain and use that valuable information. Each chapter is loaded with actual case studies and research that demonstrates how companies achieve remarkable results when they sell what is relevant. Many companies are leaving profits on the table each day simply because they lack the research described in this book.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Many companies lament that price pressure has destroyed their margins and market share. Sales people are often convinced that price is their only tiebreaker. This book will show you research that proves otherwise. When customers are surveyed in double-blind studies, we learn that price is not the most important buying factor more than 90% of the time, but many companies cave in because they have no idea how to sell relevance. Without relevance, successful negotiation is seriously hindered. Research shows that 98% of the time companies have little or no internal agreement on what matters most to customers. External customer alignment falls apart. This is why most companies are not engaged in Relevant Selling. Price trumps value if you don't know how your customers define value. Internal strategic decisions risk going aground when the customer perspective is ignored. Relevant Selling shows you the importance of learning what is most relevant to your customers, your prospects and your different target markets, noting they almost always require tailored messaging to be relevant - yet, that rarely happens. You will learn how to obtain and use that valuable information. Each chapter is loaded with actual case studies and research that demonstrates how companies achieve remarkable results when they sell what is relevant. Many companies are leaving profits on the table each day simply because they lack the research described in this book.

More books from Development & Growth

Cover of the book Lessons from a global sales leader over 30 year of international B2B sales by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Vendere di più in tempo di crisi by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book India as a Pioneer of Innovation by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Using Conversation Analysis for Business and Management Students by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book El principio de Pareto by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Broadening Our Knowledge on Cluster Evolution by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Management and Business Research by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Good to Great by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Beyond the Chicken Dance by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Fintech and the Remaking of Financial Institutions by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book L'arte di migliorare by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book If Your Business Could Speak to You, What Would It Say? by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Strategic Industry-University Partnerships by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Le benchmarking by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
Cover of the book Scaling Teams by Jaynie L. Smith, Craig L. Mowrey, Mark Steisel
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy