What You’ll Discover in Jeffrey J. Fox & Richard C. Gregory The Dollarization Discipline How Smart Companies Create Customer Value and Profit from It
Jeffrey J. Fox & Richard C. Gregory – The Dollarization Discipline: How Smart Companies Create Customer Value and Profit from It
How companies turn value-Real profits are added
The Dollarization Organizations can be disciplined and How to communicate effectively the economic value of their products to marketers and services. Too often, competitors use traditional sales methods. and Marketing approaches force customers to make financial decisions (how to spend) based on non-monetary factors.-Product features (financial arguments) and benefits). The company that is able to show real financial advantage in real dollars wins this game. and Every time, cents wins. This book is a step-by.-By-You can do it by following a step-by-step strategy.
Good companies are constantly in trouble because they don’t create enough value for their customers and can’t keep up with the costs. Most marketers don’t understand the value customers receive. from They make the best products. and The argument is based on the lowest common denominator-price. The Solution is a way to sell and Marketing that goes beyond the articulating of features and Calculates the customer’s monetary value, benefits and calculates it from This allows the seller to price a product or service. This allows the seller price the product accurately to reflect its value-and Let’s also make sure the seller proves it to the customer!
With real case studies and detailed, step-By-Step guidance on dollarization effective The Dollarization Marketers finally have a practical and straightforward way to use discipline and Leaders in business need to demonstrate the value of their businesses “value-added.”
Jeffrey J. Fox (Gilford New Hampshire, USA) is the founder and President Fox & Company, Inc., a marketing consulting firm. Fox The author of many bestsellers. How To become a chief executive officer How To Become a Rainmaker and How You can be a great boss. Richard C. Gregory (Farmington Connecticut) Senior Consultant Fox & Company.
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Inside Flap
Jeffrey Fox Introduced the concept of Dollarization In his best-selling books How To Become a Rainmaker and How You can become a marketing superstar. Now, he and Rick Gregory This powerful, effective principle should be explained in detail so that you can implement it into your business.
The Dollarization Organizations learn how to communicate the economic benefits of their products with discipline and services. Every day, good companies suffer because they create financial value for customers but aren’t able to keep their fair share. Most marketers can’t fully communicate the value customers receive. from They make the best products. and the argument falls to the lowest common denominator–price. The Solution is a way to sell and Marketing that goes far beyond the description of features and Benefits, but calculates the monetary benefit a customer gets in return for the price paid. This book provides step-by-step guidance.-By-You can follow these steps to get there.
Dollarization Although it is straightforward in theory, it can be difficult to implement in practice. Authors Fox and Gregory include helpful charts, how-To follow the steps and Numerous real property-Life examples from top companies that demonstrate important techniques and Help you create a marketing plan that works and Selling strategy
This book provides strategies and These techniques will appeal to CEOs, marketing executives, and field salespeople. and everyone in between. All levels of salespeople will learn how price objections can be managed, shorten sales cycles and protect their business. from competition, get appointments, and more. Marketing professionals will learn how to apply Dollarization New product pricing, market segmentation and even advertising and communications.
Profitable companies thrive by learning how customers make money. and Aligning resources will help customers make more. Dollarization It is a core discipline that allows firms to put this strategy into action. This book will help you to: Fox and Gregory Include the step-By-Step-by-step guidance is what you need Dollarization Your business strategy is the foundation.
If you feel your company is in danger,-This book can be compensated for its real value to customers. This book is packed with practical advice and Real-The world’s wisdom The Dollarization Discipline provides all the tools and The techniques that businesses must use to transform their value-Added to real money
From the Back Cover
Get your instant download Jeffrey J. Fox & Richard C. Gregory – The Dollarization Discipline: How Smart Companies Create Customer Value and Profit from It
“GE people realize that our job is to help our customers make money. Dollarization thinking helps us do that.”
–Damian A. Thomas, General Manager and Corporate Sales Leader
General Electric Company
“THE DOLLARIZATION DISCIPLINE demystifies the often misused term ‘value,’ and shows how to become a thought partner and sell the true worth of your offering. This book will pay for itself many times over.”
–Anthony Parinello, Author, Selling to Vito and Making the second appointment
“Strategic marketing begins with an understanding of how a business creates economic value for its customers. This is a core focus for PPG businesses, and THE DOLLARIZATION DISCIPLINE creatively demonstrates how this thinking can be applied to all aspects of sales and marketing.”
–Dennis A. Kovalsky, Vice President, Automotive Coatings PPG Industries
“Read this book and do what it says. Your customers, and your employer, will thank you for it.”
–John Chickosky, Vice President, FTS Systems
“A must-read for any business looking to improve sales growth, profitability, and customer retention.”
–Dean Graham, Managing Director, CapitalSource Inc.
“THE DOLLARIZATION DISCIPLINE presents powerful concepts with practical implementation ideas. Businesses large and small will benefit from putting Dollarization to work.”
–John Vander Vort, Director, Private Markets Group
DuPont Capital Management
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