Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price https://www.mheducation.com/cover-images/Jpeg_400-high/1260134733.jpeg 4 9781260134735 The global, go-to guide that started the Value Selling Revolution—now updated for today’s market “Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.
Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price

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

4th Edition
By Tom Reilly and Paul Reilly
ISBN10: 1260134733
ISBN13: 9781260134735
Copyright: 2018
09781260134735

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ISBN10: 1260134733 | ISBN13: 9781260134735

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Program Details

Acknowledgments

Introduction

Part I: The Value-Added Selling Philosophy

Chapter 1: How to Start and Sustain a Movement in Your Organization

Chapter 2: Value-Added Selling

Chapter 3: Small-Wins Selling

Chapter 4: The Critical Buying Path

Chapter 5: The Value-Added Selling Process

Chapter 6: The Psychology of Price Shopping

Chapter 7: Customer Messaging

Part II: Value-Added Selling Strategies

Chapter 8: High-Value Target Account Selection

Chapter 9: Target Account Penetration

Chapter 10: Customer-izing

Chapter 11: Positioning

Chapter 12: Differentiating

Chapter 13: Presenting

Chapter 14: Supporting

Chapter 15: Relationship Building

Chapter 16: Tinkering

Chapter 17: Value Reinforcement

Chapter 18: Leveraging

Part III: Value-Added Selling Tactics

Chapter 19: Filling Your Pipeline

Chapter 20: Precall Planning

Chapter 21: Opening the Sales Call

Chapter 22: The Needs-Analysis Stage

Chapter 23: The Presentation Stage

Chapter 24: The Commitment Stage (Closing)

Chapter 25: Handling Objections

Chapter 26: Postcall Activities

Part IV: Special Topics

Chapter 27: Managing Multiple Decision Makers

Chapter 28: Competing in an Amazon World

Chapter 29: Value-Added Inside Sales

Chapter 30: Final Thoughts

Notes

Index