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

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

by Tom Reilly, Thomas P. Reilly
 

In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to

Overview

In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need to­­now and forever­­deemphasize price in the selling equation.

Tom Reilly is president of Tom Reilly Training, Inc., a value-based sales and sales management training company.

Editorial Reviews

Soundview Executive Book Summaries
Value-Added Selling shows salespeople how they can de-emphasize the importance of price in their selling methodology and focus instead on the inherent value of the entire product package, including the product, the company and the personalized attention the customer will receive. By showing salespeople how to orient their sales pitches to the customer's actual needs, and determine the benefits he or she requires, value-based sales trainer Tom Reilly helps them improve their sales and repeat-business ratios. Copyright © 2004 Soundview Executive Book Summaries

Product Details

ISBN-13:
9780071408813
Publisher:
McGraw-Hill Companies, The
Publication date:
11/25/2002
Edition description:
First Edtion
Pages:
256
Product dimensions:
6.30(w) x 9.30(h) x 0.93(d)

Meet the Author

Tom Reilly is president of Tom Reilly Training, Inc., a value-based sales and sales management training company.

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