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

3rd Edition
0071702687 · 9780071702683
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 s… Read More
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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

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.