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Arvomyynti: Kiihdytä kasvua ja vie kannattavuus uudelle tasolle
Paperback
Publisher Price: $60.00
ISBN13: 9789526556802
Publisher: Axend Oy
Published: Nov 29 2024
Pages: 180
Weight: 1.01
Height: 0.47 Width: 8.50 Depth: 8.50
Language: Finnish
Forrester Consultingin tekemän tutkimuksen mukaan jopa 90 % asiakkaista kokee, että myyjät keskittyvät enemmän omiin tuotteisiinsa ja palveluihinsa kuin asiakasarvoon. Tämä on merkittävä ongelma, sillä myyjien kyky viedä keskustelut asiakkaiden bisneshyötyjen tasolle vaikuttaa suoraan myyntituloksiin. Vaikka arvomyyntiä pidetään tärkeänä ja siitä puhutaan paljon myyntiorganisaatioissa, vain harva osaa toteuttaa sitä systemaattisesti.
Tämän asian Jan Ropponen haluaa muuttaa. Tavoitteena on auttaa jokaista B2B-myyjää kasvattamaan tuloksiaan toteuttamalla arvomyyntiä paremmin.
Ropponen on tutkinut johtavien B2B-yritysten arvomyynnin käytäntöjä eri toimialoilla ja analysoinut, miten parhaat myyjät toimivat. Hän on kiteyttänyt tämän tiedon kattavaksi paketiksi, joka tarjoaa käytännönläheisiä ratkaisuja arvomyynnin toteuttamiseen myyntiprosessin eri vaiheissa.
Myyntijohdolle kirja esittelee erilaisia toimintamalleja, joiden avulla kaikki myyjät voidaan saada tekemään arvomyyntiä. Onnistunut kehitystyö palkitsee, sillä arvomyynnin avulla paranee hinnoitteluvoima ja kilpailijoista erottautuminen, mikä helpottaa kasvutavoitteiden ja kannattavuuden saavuttamista.
Myyjille kirja tarjoaa konkreettisia ideoita:
- Hit-raten nostamiseen
- Keskikaupan koon kasvattamiseen
- Myyntiprosessin nopeuttamiseen
- Sopimusten katetason parantamiseen
- Uusien myyntimahdollisuuksien tunnistamiseen
Kukaan ei osaa kiteyttää arvomyyntiä ja sen toteuttamista paremmin kuin Jan. Tässä kirjassa saat onneksi paljon enemmän kuin pelkän kiteytyksen, sillä se tarjoaa kattavan kokonaisuuden siitä, miten menestyvät organisaatiot ja heidän myyjät toteuttavat arvomyyntiä. Tiedän, että menetelmistä on paljon hyötyä, sillä Janin avulla olemme saaneet aikaan merkittävän tasonnoston siinä, miten arvosta viestitään ja miten arvomyyntiä tehdään.
-Olli-Pekka Oksanen, Senior Vice President, Metso
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