Book Review - Selling Value: How to Win More Deals at Higher Prices

Book Author: Mark Stiving

Selling Value is a comprehensive guide for businesses seeking to thrive in a competitive marketplace.

In this innovative book, “Selling Value”, the author dives into the concept of value and provides insightful strategies for businesses to enhance their offerings and capture the interest of the consumers.

Dr. Stiving lays out the math to define value and then demonstrates how to utilize it to support your price using examples from real-world situations.

With this book, you’ll learn how to identify which prospects are worth your time and which ones aren’t. He explains precisely how to hold back when pressured to discount and how to recover margin when necessary.

In the concluding chapters, Mark issues a challenge to marketing and management to collaborate in order to create and define value, facilitate selling, and generate the greatest customer impact.

Key ideas and topics discussed in 'Selling Value'  Include:

• This book provides the reader with numerous tools, examples, and insights to implement across the marketing and sales process.
• Stiving promotes the importance of shifting the focus from cost-based pricing to value-based pricing, by understanding the unique needs and desires of customers and tailoring their products or services to deliver exceptional value.
• He also stresses the significance of good communication in delivering value to clients illustrating how their goods alleviate needs.
• Understand the importance of continuous innovation by constantly reassessing their offerings and identifying ways to improve and evolve.
• This approach will help businesses stay ahead of the curve, foster loyalty, and provide long-term success.

In conclusion, this book promotes that businesses can enhance their offers and forge enduring relationships with customers by switching to value-best pricing, conveying value clearly, and comprehending appropriate pricing techniques. The tactics and insights offered by Stiving, give businesses a road map of realizing their full potential and rising to the top of their respective industries.

Happy Reading!

Price Beam.

ABOUT THE AUTHOR:

 Mark Stiving: A renowned expert in pricing strategy, with more than 25 years of experience helping companies increase profits, he is also the author of two previous books: Impact Pricing – Your Blueprint for Pricing Profits, and How to Price and Package to Accelerate your Subscription Business.

As a pricing person, I focus on a concept called Value-Based Pricing. It means charge what your customers are willing to pay.