The Five Rules of Megavalue Selling
by Mark Holmes
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Pub Date May 22 2017 | Archive Date Jun 21 2017
Gatekeeper Press | Independent Book Publishers Association (IBPA), Members' Titles
Description
Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets?
This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the “VALUE” rules, a five steps approach salespeople use to win sales on value not price.
Megavalue Selling is a book salespeople can’t put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers:
-Perfect questions for identifying a customer’s existing and unrecognized value drivers.
-How to handle price pushback and commoditization.
-Practical approach for presenting proof.
-Actionable steps for identifying all decision influencers and their roles.
-Simple techniques to align value propositions with customer issues.
Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that’s easy to apply. Mark learned B2B selling by making sales to CEO’s in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.
Advance Praise
“The real-life scenario of Mary landing the sale by clearly finding the value and translating it back to the customer is great. It didn’t feel like a sales book, and actually got me excited to continue reading to find out what happened next.” Jeremy Lux, Account Rep., CrackerJack Shack
“The flow of the story is well paced, provides relatable examples, and by the end I was invested in learning what happened to Mary, which is extremely rare in a business book.”
Ryan Brown, VP of Sales, SWIRE OS, North America
“Great for a new salesperson or the experienced pro that needs a reminder. Very easy to read, excellent steps on selling value.” Karen Mitchell, Director of HR, Behringer Harvard
“Well done! The concepts in this book are applicable to all sales situations today. I wish every salesperson in my company would read this book.” Larry Labedz, Delivery Executive, SAP Education, SAP America
Available Editions
| EDITION | Paperback |
| ISBN | 9781619846234 |
| PRICE | $19.95 (USD) |
Featured Reviews
Wei Long K, Reviewer
Engaging story that walks you through value selling.
Easy to read and understand.
Very much like Bob Burg kind of book, the 'go-giver', 'it's not about you'.
Highly recommended!
Reg N, Reviewer
This is a good book on the topic of value selling. It hits all the relevant points, while keeping it very credible. The allegory style that will tend to hold a readers attention. This is not a beginning sales persons training book , but it is a book on sales effectiveness. Should be on every sales managers desk.
Carsten H, Media/Journalist
As a sales professional and sales trainer, I'm always on the look out for interesting books on sales and this book by Mark Holmes struck a cord with me. One of my key philosophies has always been, that business you win on rates, you will always lose on rates at some point. Eventually, somebody will come by with lower rates. However, if you sell service and value before discussing rates, then you have truly built the foundation for something lasting. This book takes that into account but further expands well beyond that with depth and insights that I haven't seen in a book of this kind for quite some time.
Center for the book is a fable in the style of Ken Blanchard's books, following the troubles and successes of Mary Minor, her family, and the company Champs Chemicals. The fable was well-told and brought a lot of everyday concerns and frustrations of an outside sales person, but it also clearly outlined why the sales person have these problems.
Ultimately, I found this book very enlightening, educational and I have already started recommending it to people in sales that are struggling with exactly the type of problems this book deals with.
Readers who liked this book also liked:
John Kotter; Holger Rathgeber
Business, Leadership, Finance, Nonfiction (Adult)
