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

Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on…

byTom Reilly

Hardcover | April 12, 2010

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Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend.

Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers.

Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you:

  • Build a master plan that clearlydirects your selling efforts
  • Create sales tools that help youcommunicate your value
  • Develop and execute effectivevalue-added sales calls
  • Connect with and sell to decisionmakers at the highest levels
  • Increase customer retention bycontinuously creating new value

    There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value.

    Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.

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...
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Title:Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on…Format:HardcoverDimensions:288 pages, 9.2 × 6.4 × 1.1 inPublished:April 12, 2010Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071664874

ISBN - 13:9780071664875

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Table of Contents

CONTENTS
Acknowledgments
Introduction

PART I VALUE-ADDED SELLING PHILOSOPHY

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

PART II VALUE-ADDED SELLING STRATEGIES

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

PART III VALUE-ADDED SELLING TACTICS

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

PART IV VALUE-ADDED SELLING-SPECIAL TOPICS

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