Value Match Selling™

Everybody Lies — Let's Be Honest




Book Details

Language : English
Publication Date : 12/13/2006

Format : Softcover
Dimensions : 7x10
Page Count : 284
ISBN : 9781412089968

About the Book

Most salespeople, and people in general, have poorly developed listening and communication skills. Most of us can, with some practice, ask a few questions, but we don't know how to truly listen. Value Match SellingÂȘ unlocks the key to successful sales by providing a solution to this communication problem. Proven, powerful, and effective, Value Match Selling is designed to help any salesperson discover and personally connect with the values of others. Based on the principle that everything people do and say can be traced back to a core value and emotion, it acknowledges the truth in the saying: "People buy on emotion and justify with the facts." In this book, Will Nowell-President of Service TRAC-explains, step by step, how to master the Value Match Selling technique. He reveals secrets that will enable you to listen in a new way; a way that lets you maintain control of sales situations yet also allows customers to share their innermost feelings, desires and concerns, and finally, what they truly want. Learn how to:

  • Use the hidden power of words to discover values
  • Master new skills that allow you to control any sales situation
  • Determine whether or not others are being honest
  • Listen for the code words that indicate you are moving through the sales process at the right speed
  • Build rapport in the first 60 seconds
  • Make the sale in the first five minutes
  • Overcome objections before they are expressed
  • Cut your sales time in half and double your closing ratios
  • Master the phone as a sales tool

Will Nowell invites you to take his personal challenge. Master and practice Value Match Selling and your work and life, will improve dramatically.

About the Author

William Nowell is the President, CEO and founder of ServiceTRAC, LLC, a Scottsdale, Arizona based training, research and consulting firm. ServiceTRAC provides training, research marketing and development consulting services to the senior housing and health care industries.

Mr. Nowell possesses Marketing and Business Sales Degrees as well as a health care and real estate license. Mr. Nowell has operated in an executive capacity in the health care and retirement industries for over 15 years. His experience includes Executive Director, Regional Operations Manager, and National Sales and Marketing Director.