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

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 ...

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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.

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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
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Product Details

  • ISBN-13: 9780071408813
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 11/25/2002
  • Edition description: First Edtion
  • Edition number: 2
  • 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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Table of Contents

Acknowledgments vii
Introduction ix
Part I Value-Added Selling Philosophy 1
1 The Value-Added Organization 3
2 Value-Added Selling 13
3 The Value-Added Selling Process 35
4 Identify Your Value Added 41
Part II Value-Added Selling Strategies 49
5 Value-Added Target Account Selection 51
6 Target Penetration 59
7 Customer-izing 67
8 Positioning 75
9 Differentiating 81
10 Presenting 91
11 Serving 101
12 Relationship Building 105
13 Tinkering 111
14 Value Reinforcement 117
15 Leveraging 123
Part III Value-Added Selling Tactics 129
16 Precall Planning 131
17 Opening the Sales Call 137
18 The Needs Analysis Stage 143
19 The Presentation Stage 165
20 The Commitment Stage (AKA Closing) 175
21 Handling Objections 185
22 Postcall Activities 197
Part IV Value-Added Selling--Special Topics 203
23 Hi-Level Value-Added Selling 205
24 Technology: Friend or Foe? 211
25 Sales Letters 217
26 Value-Added Time Management 241
27 Final Thoughts 261
Index 269
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Sort by: Showing all of 5 Customer Reviews
  • Anonymous

    Posted June 11, 2004

    The book is good, the live presentation is amazing

    Based on the strength of the book, we had Tom Reilly present to our sales managers. It was incredible. He gets right to the heart of sales success.

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  • Anonymous

    Posted February 5, 2003

    Tom Reilly makes Value Added easy to understand.

    The easy writing style of Tom Reilly and the hands-on experience he brings to the topic helps even a novice like me understand the concepts of Value Added. I think, though, that anyone in sales, new to the field or an "old dog," will find some great ideas that will help them sell Value Added in this slowly reviving economy.

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  • Anonymous

    Posted February 9, 2003

    A must read for all sales & sales management

    Tom Reilly's Value-Added Selling is an extremely refreshing book to read because it focuses on and responds to the real challenges that sales organizations are forced to face today regardless of the size of the company or the product being sold to the customer. Value-Added Selling has given my sales team & myself more energy & confidence to stay focused on selling value ( & not just price ) while competing in the chemical commodities industry!!

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  • Anonymous

    Posted January 27, 2003

    Great Selling Ideas

    In today's difficult selling environment, this book is a must read. I've read other sales books, but for ideas that are timely and can be used right now, this is the best I've seen. His ideas have already helped me increase my sales. I highly reccomend Mr. Reilly's book.

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  • Anonymous

    Posted January 27, 2003

    Best book on professional selling

    Value-added Selling, like many of Tom Reilly's books, is packed with practical ideas. I especially liked the flow of the material--one idea building on the previous idea. This is the best book on professional selling I've read in years. The author made it easy to understand and use the value-added philosophy.

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