Send us a textIn 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 Welcome03:30 Background06:42 Value Selling09:46 The Language of Value10:57 Foundations of the Program15:14 First Appointment is About Buyer's Needs16:06 Do the Basic Client Research Beforehand19:41 Everybody's A Salesperson20:57 Rosetta Stone24:20 "Yeah,But," Syndrome28:53 Profitable Companies are Tough Business33:16 Positive Developmental Feedback42:34 Justifying Emotional Decisions Logically44:54 Lead With Price and You Lose47:39 Land and Expand52:49 Chatbots57:18 Learn New Skills Despite the Noise of your Business01:01:38 Wrapping Uphttps://www.linkedin.com/in/julieathomas/https://www.amazon.com/Power-Value-Selling-Standard-Customers/dp/1394182562 https://www.valueselling.com https://www.growist.comAt 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/gtpConnect 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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