Value Capture Selling How to Win the 3rd Sales Transformation

by Larreche, Jean-Claude

• ISBN13: 9781394158584
• ISBN10: 1394158580
• Edition: 1st
• Format: Hardcover
• Copyright: 2023-10-30
• Publisher: Wiley

Summary

In sales, it's not just about convincing a client to pay the highest price, selling the highest volume, generating the highest profit, or obtaining the highest client satisfaction. It is about integrating all of these elements to contribute to the company’s value creation mission in a sustainable way.

Value Capture Selling takes the reader through a number of essential areas:

• Sales & negotiation training
• Decision-making
• Building key competencies in negotiation, sales and revenue management
• The value creation mindset

In this new book, Jean-Claude Larreche explores how we create value in sales and negotiation – and explains that value selling is always followed by value creation. The book will be made up of four key parts:

• Corporate Strategy for Value Creation
• Sales Efectiveness for Value Creation
• The Salesperson as a Leader
• Customer Satisfaction for Value Creation

Only when all four of the above are understood and incorporated into the sales strategy can true value creation selling be successfully implemented.

Table of Contents

Preface

Chapter 1 The Advent of Value Capture

Chapter 2 The Creation of Customer Value

Chapter 3 The Creation of Corporate Value

Chapter 4 Mastering Multiple Objectives

Chapter 5 Steering Customer Satisfaction

Chapter 6 The Leadership Attitude

Chapter 7 Preparation for Value Capture

Chapter 8 Value-Capture Strategy

Chapter 9 Value-Capture Tactics

Chapter 10 Value-Capture Closure

Chapter 11 Win and Learn, Learn to Win

Epilogue: Next Steps

Thank You, Dear Reader

Acknowledgments

About the Author

Notes

Index