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.
