Value-Added Selling : How to Sell More

In a marketplace too often focused on price,Value-Added Sellingprovides 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 toshy;shy;now and forevershy;shy;deemphasize price in the selling equation.

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

Acknowledgments

vii

Introduction

ix

PART I VALUE-ADDED SELLING PHILOSOPHY

1

(48)

The Value-Added Organization

3

(10)

Value-Added Selling

13

(22)

The Value-Added Selling Process

35

(6)

Identify Your Value Added

41

(8)

PART II VALUE-ADDED SELLING STRATEGIES

49

(80)

Value-Added Target Account Selection

51

(8)

Target Penetration

59

(8)

Customer-izing

67

(8)

Positioning

75

(6)

Differentiating

81

(10)

Presenting

91

(10)

Serving

101

(4)

Relationship Building

105

(6)

Tinkering

111

(6)

Value Reinforcement

117

(6)

Leveraging

123

(6)

PART III VALUE-ADDED SELLING TACTICS

129

(74)

Precall Planning

131

(6)

Opening the Sales Call

137

(6)

The Needs Analysis Stage

143

(22)

The Presentation Stage

165

(10)

The Commitment Stage (AKA Closing)

175

(10)

Handling Objections

185

(12)

Postcall Activities

197

(6)

PART IV VALUE-ADDED SELLING-SPECIAL TOPICS

203

(66)

Hi-Level Value-Added Selling

205

(6)

Technology: Friend or Foe?

211

(6)

Sales Letters

217

(24)

Value-Added Time Management

241

(20)

Final Thoughts

261

(8)

Index

269

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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

Summary

Author Biography

Table of Contents

Supplemental Materials

FREE SHIPPING

Rent More, Save More! Use code: BBRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

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

Summary

Author Biography

Table of Contents

Supplemental Materials

Digital License