Summary of Value by Robyn Haydon (eBook, ePUB)
How to Talk About What You Do so People Want to Buy It
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Australian business development consultant Robyn Haydon explains why customers should focus on the "value" of the services their suppliers provide, not just on the price. Customers should look for purchases that convey important "value attributes," such as being "safer, cheaper, simpler, faster, smarter" or "better." She also warns sellers to push against letting customers treat their offerings as interchangeable commodities. Sellers should tout the benefits they offer to their clients - services that create value - not their methods or practices. Haydon tends to interpose analysis with anecdo...
Australian business development consultant Robyn Haydon explains why customers should focus on the "value" of the services their suppliers provide, not just on the price. Customers should look for purchases that convey important "value attributes," such as being "safer, cheaper, simpler, faster, smarter" or "better." She also warns sellers to push against letting customers treat their offerings as interchangeable commodities. Sellers should tout the benefits they offer to their clients - services that create value - not their methods or practices. Haydon tends to interpose analysis with anecdotes, and the book's disjoined structure makes it a challenging read. Still, getAbstract believes that executives in firms that buy or sell services will find that this conversation addresses issues that confront them daily.
This officially licensed summary of Value was produced by getAbstract, the world's largest provider of book summaries. getAbstract works with hundreds of the best publishers to find and summarize the most relevant content out there. Find out more at getabstract.com.
This officially licensed summary of Value was produced by getAbstract, the world's largest provider of book summaries. getAbstract works with hundreds of the best publishers to find and summarize the most relevant content out there. Find out more at getabstract.com.
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