Value-Added Selling : How to Sell More Profitably, Confidently and Professionally by Competing on Value, Not Price,9780071408813

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

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Edition: 2nd
ISBN13: 9780071408813
ISBN10: 0071408819
Format: Hardcover
Pub. Date: 2002-11-25
Publisher(s): McGraw-Hill
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List Price: $28.83

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Summary

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.

Author Biography

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

Table of Contents

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

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