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

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

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Overview

One of the World's Most Popular Sales Methods--Updated to Give You the Edge on Today's Demanding Customers!





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 fi rst 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.

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Product Details

  • ISBN-13: 9780071702683
  • Publisher: McGraw-Hill Education
  • Publication date: 4/12/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 3
  • Pages: 288
  • Sales rank: 1,241,949
  • File size: 3 MB

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.

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Table of Contents

CONTENTS
Acknowledgments
Introduction

PART I VALUE-ADDED SELLING PHILOSOPHY

1 The Value-Added Organization
2 Value-Added Selling
3 The Value-Added Selling Process
4 Identify Your Value Added

PART II VALUE-ADDED SELLING STRATEGIES

5 Value-Added Target Account Selection
6 Target Penetration
7 Customerizing
8 Positioning
9 Differentiating
10 Presenting
11 Serving
12 Relationship Building
13 Tinkering
14 Value Reinforcement
15 Leveraging

PART III VALUE-ADDED SELLING TACTICS

16 Precall Planning
17 Opening the Sales Call
18 The Needs Analysis Stage
19 The Presentation Stage
20 The Commitment Stage (AKA Closing)
21 Handling Objections
22 Postcall Activities

PART IV VALUE-ADDED SELLING—SPECIAL TOPICS

23 Hi-Level Value-Added Selling
24 Technology: Friend or Foe?
25 Sales Letters
26 Value-Added Time Management
27 Final Thoughts
Index
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