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


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

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Your customers have come a long way

since Value-Added Selling was published

twenty-five years ago. More knowledgeable,

proactive, and price conscious, they regularly

scour the Internet for low prices and

have come to expect much more for each

dollar they spend.

Now, Tom Reilly has updated his sales

classic to address a marketplace where slashing

deals has become the standard response to

buyers’ addictions to bargain-basement prices.

Used to great success for more than two

decades and through every type of economy,

Reilly’s pioneering value-added sales method

operates according to two simple rules: Add

value, not cost; sell value, not price. It’s the

only way to protect your profit margins with

today’s customers.

Value-Added Selling provides the strategies and

tactics you need to not only close more sales

but to improve repeat business by understanding

buyers’ needs from their perspective—

and defining “value” accordingly. Reilly then

helps you:

  • Build a master plan that clearly

    directs your selling efforts

  • Create sales tools that help you

    communicate your value

  • Develop and execute effective

    value-added sales calls

  • Connect with and sell to decision

    makers at the highest levels

  • Increase customer retention by

    continuously creating new value

There’s nothing stopping you from joining

the armies of salespeople who choose to compete

on price. You can always lower your price

and land a few sales. But at what cost? If you

want to sell more products or services, more

profi tably, to more people, you must resist this

temptation and begin focusing on value.

Use Value-Added Selling to consistently deliver

meaningful value to your customers, compete

at a higher level than your competition, and

protect your profi ts in any kind of economy.

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Product Details

  • ISBN-13: 9780071664875
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 3/22/2010
  • Edition number: 3
  • Pages: 288
  • Sales rank: 275,487
  • 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

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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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