Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e

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More About This Book

Overview

Tom Reilly, creator of the value-added selling method, has good news for you: Even in today's marketplace, you can still be a solid competitor without being the cheapest. You just need to sell value, not price.

For a quarter century, Value-Added Selling has been putting sales professionals on the path to excellence. Reilly has updated his seminal work to help you contend with today's customer, who invariably expects more while paying less. This anniversary edition includes all-new material on:

The critical steps of the buying process

Account penetration, positioning, presenting, and leveraging value

The Red Zone/Green Zone time management model for salespeople

Planning sales calls and developing relationships

The most current messaging tools for conveying multiple levels of value

Value is always first and foremost on buyers' minds, even if they don't know it. It's your job to convince them.

More relevant today then ever, Value-Added Selling quickly and dramatically improves your business at a time when customers are more hesitant to part with their money than ever before.

Product Details

  • ISBN-13: 9780071664875
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 3/22/2010
  • Edition number: 3
  • Pages: 288
  • Sales rank: 221,150
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Tom Reilly is globally recognized for his

pioneering work in value-added selling.

He is president and founder of Tom Reilly

Training, with such clients as Apple, AT&T,

Exxon, Volvo, IBM, Johns-Manville, Schlumberger,

Enterprise Rent-A-Car, Medtronic,

Harley-Davidson, and others. He is a Certified Speaking Professional, the highest designation

earned by the National Speakers

Association. His most recent book is Crush

Price Objections.Visit www.tomreillytraining.com.

Table of Contents

Preface v

Part 1 The Value-Added Selling Philosophy 1

Chapter 1 The Value-Added Organization 3

Chapter 2 Value-Added Selling Philosophy 11

Chapter 3 The Critical Buying Path 29

Chapter 4 The Value-Added Sales Process 39

Chapter 5 Customer Messaging 45

Part II Value-Added Selling Strategies 57

Chapter 6 High-Value Target Account Selection 61

Chapter 7 Target Penetration 71

Chapter 8 Customer-izing 81

Chapter 9 Positioning 89

Chapter 10 Differentiating 95

Chapter 11 Presenting 105

Chapter 12 Supporting 115

Chapter 13 Relationship Building 119

Chapter 14 Tinkering 127

Chapter 15 Value Reinforcement 135

Chapter 16 Leveraging 141

Part III Value-Added Selling Tactics 149

Chapter 17 Canvassing 151

Chapter 18 Getting Appointments 157

Chapter 19 Pre-Call Planning 165

Chapter 20 The Opening Stage 171

Chapter 21 The Needs-Analysis Stage 177

Chapter 22 The Presentation Stage 199

Chapter 23 The Commitment Stage (Closing) 207

Chapter 24 Handling Objections 219

Chapter 25 Post-Call Activities 231

Part IV Value-Added Selling-Special Topics 237

Chapter 26 High-Level Value-Added Selling 239

Chapter 27 Selling Value in Tough Times and Tough Markets 245

Chapter 28 Red Zone/Green Zone 257

Chapter 29 Final Thoughts 267

Index 272

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