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

by Reilly, Tom

• ISBN13: 9780071664875
• ISBN10: 0071664874
• eBook ISBN(s): 9780071702683
• Additional ISBN(s): 9781260134735, 9780071408813
• Edition: 3rd
• Format: Hardcover
• Copyright: 2010-04-12
• Publisher: McGraw-Hill Education

Summary

Your customers have come a long waysinceValue-Added Sellingwas 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 theonlyway to protect your profit margins withtoday's customers.Value-Added Sellingprovides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers' needs from their perspectiveand 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 valueThere'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.UseValue-Added Sellingto consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.

Author Biography

Tom Reilly is famous for his pioneering work in value-added selling. President andfounder of Tom Reilly Training, his clients include Apple, AT&T, Exxon, HP, IBM, the American Heart Association,Sales and Marketing Executives International, and other businesses and associations.

Table of Contents

Preface	p. v
The Value-Added Selling Philosophy	p. 1
The Value-Added Organization	p. 3
Value-Added Selling Philosophy	p. 11
The Critical Buying Path	p. 29
The Value-Added Sales Process	p. 39
Customer Messaging	p. 45
Value-Added Selling Strategies	p. 57
High-Value Target Account Selection	p. 61
Target Penetration	p. 71
Customer-izing	p. 81
Positioning	p. 89
Differentiating	p. 95
Presenting	p. 105
Supporting	p. 115
Relationship Building	p. 119
Tinkering	p. 127
Value Reinforcement	p. 135
Leveraging	p. 141
Value-Added Selling Tactics	p. 149
Canvassing	p. 151
Getting Appointments	p. 157
Pre-Call Planning	p. 165
The Opening Stage	p. 171
The Needs-Analysis Stage	p. 177
The Presentation Stage	p. 199
The Commitment Stage (Closing)	p. 207
Handling Objections	p. 219
Post-Call Activities	p. 231
Value-Added Selling-Special Topics	p. 237
High-Level Value-Added Selling	p. 239
Selling Value in Tough Times and Tough Markets	p. 245
Red Zone/Green Zone	p. 257
Final Thoughts	p. 267
Index	p. 272
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