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

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9780071664875: Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
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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.


One of the World's Most Popular Sales Methods--Updated to Give You the Edge on Today's Demanding Customers!

Tom Reilly, creator of the value-added selling method, has good news for you:Even in today’s marketplace, you can still be a solid competitor without being thecheapest. You just need to sell value, not price.

For a quarter century, Value-Added Selling has been putting sales professionals on the pathto excellence. Reilly has updated his seminal work to help you contend with today’scustomer, who invariably expects more while paying less. This anniversary editionincludes all-new material on:

  • The critical steps of the buying process
  • Account penetration, positioning, presenting, and leveraging value
  • The Red Zone/Green Zone time management model for salespeople
  • Planning sales calls and developing relationships
  • The most current messaging tools for conveying multiple levels of value

Value is always fi rst and foremost on buyers’ minds, even if they don’t know it. It’s yourjob to convince them.

More relevant today then ever, Value-Added Selling quickly and dramatically improvesyour business at a time when customers are more hesitant to part with their money thanever before.

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