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The Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It
How companies turn value-added into real profits
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.
- GenresBusiness
272 pages, Hardcover
First published January 1, 2004
17 people are currently reading
63 people want to read
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Displaying 1 - 7 of 7 reviews
November 3, 2008
I have to read this for work. COME ON. Like I haven't read enough books on selling. Sure, it may have good points but I DON'T WANT TO READ FOR WORK...***Kicking and screaming and pouting***
Now that I'm done throwing my fit, I'm sure this will be a good enough book. It's only 250 pages WITH HUGE FONT. I could just blow thru it on the plane, but I'm WAY too over-achiever and must read it BEFORE getting to the meeting so that I know more than everyone. Wow, I'm a brat.
Now that I'm done throwing my fit, I'm sure this will be a good enough book. It's only 250 pages WITH HUGE FONT. I could just blow thru it on the plane, but I'm WAY too over-achiever and must read it BEFORE getting to the meeting so that I know more than everyone. Wow, I'm a brat.
January 8, 2019
Клиенту нужно показывать выгоду в деньгах - концепция долларизации.
December 20, 2021
Every salesman, marketer and manager should read this. You have to talk money to get money
June 4, 2014
Smart concept that numerous companies have been trying to leverage the concepts found within. The concept isnt new though and the presentation of the material was a bit dry and focused more on the examples rather than the methods.
July 17, 2009
Sell your product/service by knowing & pitching only its *dollar* value: projected savings & earnings less what you charge, over time. Only works in B2B realm.
October 19, 2014
Essencial.
November 12, 2016
This is not the best book from this author. It is very technical and too many numbers to remember. If you like numbers this is the book for you.
Displaying 1 - 7 of 7 reviews