How useful would it be for your salespeople to avoid price resistance?

Whether you are completely new to sales or have many years experience, the ‘Value House’ offers a fresh perspective on an old challenge, the price objection. It has a plethora of ideas and tips for those new to sales and an opportunity for those with experience to challenge some conventional thinking, reshape & refocus their ideas and to build on what they currently do.

Along the way it gives the reader lots of opportunities to build their own value house as the book offers 18 different activities they can do as they go along. The activities will help the reader develop and fine tune their own value house and how they can manage price resistance more proactively and more effectively.

The ‘value House’ is a book about price pressure from customers, which has almost become the salesperson nemesis in most businesses. But are salespeople actually to blame? The’ Value House’ sets out to understand why sales people get and fear price pressure and how best they can respond to it in a difficult economic climate.

The journey of the ‘Value House’ book starts by looking at the likely causes of price pressure and goes on to suggest building a preventive process that can insulate the salesperson from price pressure – a value House. Using the analogy of building of building a house throughout the book, it offers practical approaches and tips to help the reader to build their own value house with activities the reader can do to:

• Identify the right market to sell to the right people
• Improve their conversion ratio from interest to order
• Develop some tactical questions
• Build a powerful value proposition
• Cultivate a climate of agreement with their customer
• Defend and justify their price more effectively
• Build stronger customer loyalty
• Seek more referrals & Testimonial letters

As markets are more and more competitive with buyers often spoilt for supplier choice, never has there been a better time for salespeople in every company to have an established and well built ‘Value House’.