Sales Influence Moment #85 – Why You Need to Quantify the Value of the Sales Saving

by Victor Antonio

Whether you’re selling technology products or off the shelf consumer products, emphasizing the savings value for a client helps you sell them more in the long run.  In this video you’ll find an example of what could happen if you don’t quantify the value of what you’re saving the client.

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Competing on Value by Mack Hanan and Peter Karp

Victor Antonio’s Book Review 
competing on value by mack hanan and peter karp

This past weekend I finished up reading the book, Competing on Value by Mack Hanan and Peter Karp.  I was again taken aback by the writing and insight found in this book published over 20 years ago (1991).

This book is a great follow-up to Mack Hanan’s Consultative Selling and I highly recommend it for any salesperson in the B2B space.

The book covers five chapters on value:

  1. The value strategy
  2. Know your value
  3. Price your value
  4. Sell your value
  5. Control your value
Competing on Value re-emphasizes that the approach to selling should be value-creation and not price justification.  Although it was written in 1991, this book could’ve been easily written last month.  The principle of selling on value and demonstrating ROI is more important today than ever.
This book is by far one of the most underestimated books on B2B selling that I’ve come across!