Introduction What is a Value House? Chapter one - Where to build your Value House Defining your target market and customers Chapter two - Building the foundations of the value house Having a sales plan and processes in place Understanding what your clients need Knowing the strengths and limitations of your product Chapter three - Building blocks Your website & sales literature Sales Letters Forging differentiators Paradox sales principles as a differentiator Dealing with our own mentality Sales people and sales skills Vicious circle What sales process would help? Chapter four - Weatherproofing Why do we need Mechanisms in our process? Sales pipeline & key ratios Targeting the right type of prospects Setting objectives Developing your value proposition Developing precise targeted questions Signposts Highlighting the objection before they do Summarising Getting feedback Focussed proposals Chapter five - Snagging Gaining commitment Chapter six - Keeping stormy weathers out Building rapport at all stages Strategy one -Defend and justify your price Strategy two - Negotiate on price Strategy three - Show movement on price Strategy four - Walk away from price Chapter seven - Keep people safe Customer loyalty - keep our good customer in the house Asking for testimonials/referrals Gaining feedback to use back in your Value House Chapter eight - Conclusion Review of key activities Is there a correlation between recessions and price pressure? What's the weather forecast look like? Acknowledgements Profile of the Author Testimonials
Nick Baldock's sales career spans over 35 years and embraces a vast array of sales experience from selling encyclopaedias door to door through to selling financial concepts at board level for American Express. He also worked in the highly competitive advertising industry for a number of years with the Daily Mail with a high degree of sales success leading to promotion to sales manager. Nick also spent two years in Sales Recruitment where he was Associate Director - Marketing for James Caan from BBC's 'Dragon's Den'. With James, he pioneered and developed two entirely new concepts to the UK Sales Recruitment industry - one of them making it into the Financial Times in 1987/1988. As a sales trainer for 22 years, his focus is very much on the 'how to' rather than some convoluted nice sounding theory that has no application in the real world. Nick's success stems from a life philosophy "You can achieve anything, provided you want to!" He is a keen runner and has run from Lands End to John O'Groats twice, ran in 15 marathons and has run across Death Valley in California twice. He is also one of the few people to run across America from San Francisco to New York, a distance of 2851 miles.
In `The Value House' Nick has a gem of a book. Super, highly practical advice that when followed will close more sales and generate a stack of repeat business. -- Richard Denny Author of `Selling to Win' Your ability to sell higher priced products against lower priced competition is the key to more sales and higher income - and the book shows you how to do it. -- Brian Tracy - Author, The Psychology of Selling This book is a great tool for any businesses that are looking to defend their margins. -- James Caan (BBC's Dragon's Den) The best book I've read on sales - directly tackling a problem for many businesses, being asked to drop the price. Whatever you sell this book will save you a fortune by reducing the number and amount of discounts you would have given away. -- Thomas Power, CEO Ecademy No matter what business you're in, a crucial aspect of your business is sales and this book will help you to sell more, more often, and at a better price. Nick directly and brilliantly tackles the timeless challenge that anyone and everyone in business faces-being asked to drop the price. Read this book and save yourself from years of headaches and lost revenue that can too often result from stressful, back-and-forth, price-negotiation situations. -- Dr Ivan Misner, NY Times Bestselling Author. CEO and Founder of BNI, the largest Business Networking Club Nick has put together in this book an essential toolkit for anyone in sales and negotiations, this is a must read. -- Jim Hetherton - VP International operations - On Track International The business in 2011/12 that can define and develop its value chain will be the one that will survive the economic difficulties. This book is a tool kit that will give any sales team the knowledge and skills how to present a professional proposition. The Value House process steps are simple, logical - based on practical experience and best of all - they work! -- Will Doherty - Training Specialist DNATA Emirates Airlines Every sale comes down to whether or not the buyer values keeping their money or exchanging it for your product. In TheValue House, Nick Baldock shows you how to structure your sales to achieve greater than average returns. I highly recommend it. -- Tom Hopkins, author of How to Master the Art of Selling In the sales industry for over 25 years, I have sadly experienced many of my colleagues "crumble" during the price negotiation. Markets will continue to remain highly competitive and in this book Nick has superbly illustrated why it is so important to believe in your product/service value and this book provides practical easy to follow methods that ALL sales people should adopt. -- Dean Clark - Account Director, Adecco Group UK & Ireland I have met many people who could sell but few who could sell consistently at the right price. This book has it all, practical advice, live examples of how and how not to do it, real worth-while exercises, qualified anecdotes and down to earth solutions. A must for all sales people. -- Rikki Hunt Past CEO of Burmah Petroleum Fuels and co-author of Creating a Thinking Organisation Nick takes a practical approach to sales that anyone can understand and immediately apply. This book is packed full of ideas, tips and activities that help you position the value of your product or service giving you a massive competitive edge. The Value House is a must read for anyone seeking to increase their income. -- Mark Woods, Author of Attack Your Day! Before It Attacks You