Selling Value: The Go-To Book Resource to Help Salespeople Win More Deals at Higher Prices with Orvel Ray Wilson

<p><strong>Orvel Ray Wilson</strong> is co-author of the book, “<a href= "https://www.amazon.com/Guerrilla-Selling-Unconventional-Weapons-Increasing/dp/0395578205/ref=sr_1_2?crid=2AF6WO9MU7NB6&dchild=1&keywords=guerrilla+selling&qid=1596910379&sprefix=guerrilla+selling%2Caps%2C182&sr=8-2">Guerilla Selling</a>”, and five other books in the “<a href= "https://guerrillagroup.com/books/">Guerilla Marketing</a>” series, the best-selling marketing series in history. He is a Certified Speaking Professional, a coach to those who want to build their practice as an author, a speaker, and a thought leader. Through <a href="https://guerrillagroup.com/">The Guerilla Group</a>, he helps professionals build and grow their business by focusing on writing, stagecraft, and marketing. Orvel Ray is Mark Stiving’s personal business coach.</p> <p>In this episode, Mark and Orvel Ray talk about the former’s newly released book, <a href= "https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217/"> Selling Value</a>, as they both share stories in all ways connected to his account.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn about the importance of translating what matters to your customer into something of real value, like measurable dollars</li> <li>Discover what the book, Selling Value, is trying to show salespeople</li> <li>Find out how the Guerilla series was able to move a lot of people, including product managers, product marketing, and other VAs</li> </ul> <p> </p> <p align="center"><strong>“If you're closing more than about 70% of your opportunities, you're not charging enough.”</strong></p> <p align="center"><em>– Orvel Ray Wilson</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:55 – The story of how Mark and Orvel Ray met</p> <p>02:40 – Working with Mark for his book, Selling Value: Taking note of what’s important to your customers</p> <p>06:19 – What the book is showing salespeople how to do + how the ‘Will I? In which one?’ concept came to exist</p