Competing on Value

By Mack Hanan and Peter Karp

Book Overview

Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value i.e. demonstrating to current and prospective customers that using your products... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0814450369
• ISBN13: 9780814450369
• Release Date: January 1991
• Publisher: Amacom Books
• Length: 150 Pages
• Weight: 0.95 lbs.
• Dimensions: 9.3" x 1.0" x 6.3"

Customer Reviews

Classic Primer on Value Selling

Here it is, March 2009 and I'm just now getting around to reviewing this book. My apologies to Mack and Peter! Even though the book is quite old (by today's standards) its lessons are timeless. Especially relevant in today's corporate world are the sections on: - how to talk value to different levels in an organization - understanding how "good enough" can be a devastating opponent - how to reposition your competitor as low value Some of the examples are a bit dated, but the principles are still highly relevant. This is a great book for both beginner and expert salespeople. It is also relevant for selling "internal" ideas!

The ONLY way to sell

This book discusses VALUE. Value is not what you put INTO your products and services, it is what the customer GETS OUT. Three qualifiers of value are how much, how soon, and how sure--these are what the customer needs to know.Value is applied to impact a customer's business--his profits. Profits come from the customer selling more and/or from reducing costs. Nothing else matters.Four chapters summarize the value strategy: know your value, price your value, sell your value, and control your value. These chapters and this book are invaluable for getting away from selling on features and functions and, instead, competing on value.This book is tremendous in its own right, and it is--or should be--the "prerequisite" for one of Hanan's other books, "Consultative Selling."In summary, this is highly recommended for every company that sells products and/or services.