ISBN 9780071067171,Value-Added Selling : How To Sell More Profitably, Confidently And Professionally By Competing On Value

Value-Added Selling : How To Sell More Profitably, Confidently And Professionally By Competing On Value



Tata McGraw - Hill Education

Publication Year 2010

ISBN 9780071067171

ISBN-10 0071067175


Edition 3rd
Number of Pages 288 Pages
Language (English)


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 profitably, 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 profits in any kind of economy. TABLE OF 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