Selling Value Audio Walkthrough
Learn why buyers pay more when they understand value. Explore how to quantify customer benefits, guide purchasing decisions, and win more B2B sales without relying on discounts.
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Why do salespeople struggle to defend their prices even when their products deliver meaningful results? In Selling Value, Mark Stiving argues that successful selling depends on understanding how buyers perceive value, rather than simply presenting features or lowering prices. He explains the differences between economic value, perceived value, and willingness to pay, showing how these concepts influence purchasing decisions and price sensitivity.
Through frameworks such as the Value Journey Map and Value Tables, Stiving explores how to identify valuable prospects, quantify business outcomes, and conduct conversations that help buyers recognize the financial impact of their decisions. He also examines buyer negotiation tactics, behavioral economics, and the organizational support required for value-based selling. The central lesson is that defending higher prices begins with understanding what each customer genuinely values.
Selling Value Audio Walkthrough
Learn why buyers pay more when they understand value. Explore how to quantify customer benefits, guide purchasing decisions, and win more B2B sales without relying on discounts.
Why do salespeople struggle to defend their prices even when their products deliver meaningful results? In Selling Value, Mark Stiving argues that successful selling depends on understanding how buyers perceive value, rather than simply presenting features or lowering prices. He explains the differences between economic value, perceived value, and willingness to pay, showing how these concepts influence purchasing decisions and price sensitivity.
Through frameworks such as the Value Journey Map and Value Tables, Stiving explores how to identify valuable prospects, quantify business outcomes, and conduct conversations that help buyers recognize the financial impact of their decisions. He also examines buyer negotiation tactics, behavioral economics, and the organizational support required for value-based selling. The central lesson is that defending higher prices begins with understanding what each customer genuinely values.
What You Get With the Full Audio
A complete, chapter-by-chapter Audio Walkthrough built to help you understand the book in depth and get more from every idea.
Complete Chapter-by-Chapter Coverage
Follow the book from beginning to end, with every chapter explained in sequence so important ideas are not lost along the way.
The Reasoning Behind the Ideas
Understand the context, logic, examples, and explanations behind the author’s ideas instead of only hearing isolated conclusions.
Built Specifically for Listening
Long-form audio designed to be easy to follow while walking, driving, training, commuting, or handling routine work.
Understand Ideas Well Enough to Use Them
Spend enough time with the concepts to see how they connect, what they mean, and where they can become useful in practice.
Hours of Focused Learning
Get the depth needed to properly explore the book instead of compressing its strongest ideas into just a few minutes.