***Available E-Book Copy Only***
After studying many sales methodologies and being thoroughly bamboozled by most of them Rob thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.
Within it’s pages you will find everyday language, engaging visuals, stories and examples that teach you all you need to know about leveraging value in a powerful way toward converting buyers into customers.
Be prepared, however, this is not your typical sales book. If you enjoy complexity, buzzwords, acronyms and having to learn a whole new sales language this book is not for you!
More about the method…
What’s in the book?
Sell More by Selling Less is an engaging, easy to follow guide to The Conversational Sales Method. It will teach you how to stop selling your products and services and instead, sell the value they bring. Doing so will have you improving your sales results quickly.
Within the book you will find stories, engaging graphics and practical tools showing you how to master The Conversational Sales Method towards beating your sales targets reliably and predictably.
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Prologue: No Journey, No Sale
Introduction: My Sales Epiphany
Chapter One: “Most Illogical, Captain” – The Five Value Drivers
Chapter Two: Value-Based Selling – an Overview
Chapter Three: The Conversational Sales Method In Detail – the Start
Chapter Four: The Conversational Sales Method in Detail – Pain Questions
Chapter Five: The Conversational Sales Method in Detail – Gain Questions
Chapter Six: The Conversational Sales Method in Detail – Value Questions
Chapter Seven: The Conversational Sales Method in Detail – Present Solution
Chapter Eight: The Conversational Sales Method in Detail – Agreement
Chapter Nine: The Three Truths About Value-Based Selling
In sales and business development, delivering Value is truly the heart of the matter. Buyers crave it. Sellers kill to deliver it.
Curiously, Value is a concept everyone “gets” but few can clearly articulate. Value is like beauty – you struggle to define it, but you know it when you see it. This conundrum has an interesting, and profound, impact on sales effectiveness.
Rob routinely asks salespeople two questions. First, “Do you believe you bring Value to your customers?” Consistently every one, every good one at least, argues fiercely that they do. Further, they assert that the company they work for delivers huge Value too. They are sincere and Rob is convinced.
The second question is, “How do you define Value?” The answer Rob gets to that question is consistent as well. Consistently inconsistent, that is. If he asks this question of ten salespeople he gets twelve different answers, and all ten people are in the same room!
Rob hears answers like these:
• Our excellent customer service.
• Our thirty years in the industry.
• Me! I bring Value to my customers through my expertise.
• Our nationwide network. We are there, where and when you need us.
• Our warranty. We stand behind our products.
• We are a one stop shop. Our selection is the best in the industry.
• Quality. Our products perform.
• The Value is in the Value we deliver.
At this point he usually stops the conversation. When a person trying to define a word uses that very word in the definition sentence, they’ve hit a brick wall.
If as a businessperson you believe you are in the business of delivering Value, it is vital that you’re crystal clear on exactly what Value is. Only in having such clarity can you begin to articulate the Value of your products and services in a way that is clear, helpful and compelling to your buyers.
He got to wondering, “Where is it people get stuck when trying to define Value?” Why do they get stuck? How does this stuck-ness affect them, and more importantly their buyers?”
“There MUST be a better way to sell!”
Rob Malec’s Book: Selling More By Selling Less
After studying many sales methodologies and being thoroughly bamboozled by most of them Rob thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.
***Available E-Book Copy Only***
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Podcast interview with the Consulting Success®July 9, 2021 - 7:17 pmI recently had an interview on the Consulting Success® Podcast where I talked about the roadmap to mastery in consulting. To listen and read the full interview click HERE
A bit about Rob
Based in Vancouver British Columbia Rob Malec has been helping his clients increase the revenue their companies generate while operating more effectively as an organization since 2001.