The Power of Value Selling

In this podcast episode, the author, Julie Thomas, discusses her new book release titled 'The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life.' The book focuses on value-based selling techniques that help sales reps add value to buyers and drive revenue. Julie highlights the importance of understanding the buyer's needs and engaging in conversations that go beyond price. She emphasizes the need for sales reps to differentiate themselves by providing a great customer experience and addressing the buyer's emotional and logical reasons for making a purchase. Julie also discusses the evolving complexity of the buying process, including the increasing role of procurement and the need for sales reps to build relationships with procurement professionals. Overall, the episode covers the fundamental principles of value selling and how it can adapt to the changing dynamics of the market.