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HBO and The Ringer's Bill Simmons hosts the most downloaded sports podcast of all time, with a rotating crew of celebrities, athletes, and media staples, as well as mainstays like Cousin Sal, Joe House, and a slew of other friends and family members who always happen to be suspiciously available.
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In this episode of the Ground Transportation Podcast, host Ken Lucci from Driving Transactions sits down with sales industry icon Julie Thomas, author of 'The Power of Value Selling: The Gold Standard for Driving Revenue and Creating Customers for Life.'
Explore the principles of value selling and learn how to differentiate your services by focusing on the unique needs of your customers rather than just price. Julie shares her extensive experience and provides actionable insights on cultivating customer loyalty, the importance of asking the right questions, and how to maximize the lifetime value of your customers. Whether you're a small fleet operator or managing a larger team of chauffeurs, this episode offers methods to enhance your sales approach and drive business growth.
00:00 Welcome
03:30 Background
06:42 Value Selling
09:46 The Language of Value
10:57 Foundations of the Program
15:14 First Appointment is About Buyer's Needs
16:06 Do the Basic Client Research Beforehand
19:41 Everybody's A Salesperson
20:57 Rosetta Stone
24:20 "Yeah,But," Syndrome
28:53 Profitable Companies are Tough Business
33:16 Positive Developmental Feedback
42:34 Justifying Emotional Decisions Logically
44:54 Lead With Price and You Lose
47:39 Land and Expand
52:49 Chatbots
57:18 Learn New Skills Despite the Noise of your Business
01:01:38 Wrapping Up
https://www.linkedin.com/in/julieathomas/
https://www.amazon.com/Power-Value-Selling-Standard-Customers/dp/1394182562
https://www.valueselling.com
https://www.growist.com
At Driving Transactions, Ken Lucci and his team offer financial analysis, KPI reviews, for specific purposes like improving profitability, enhancing the value of the enterprise business planning and buying and selling companies. So if you have any of those needs, please give us a call or check us out at www.drivingtransactions.com.
Pax Training is your all in one solution designed to elevate your team's skills, boost passenger satisfaction, and keep your business ahead of the curve. Learn more at www.paxtraining.com/gtp
Connect with Kenneth Lucci, Principle Analyst at Driving Transactions:
https://www.drivingtransactions.com/
Connect with James Blain, President at PAX Training:
https://paxtraining.com/
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