Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value: Not Price, Fourth Edition
- 5h 58m
- Paul Reilly, Tom Reilly
- McGraw-Hill
- 2018
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.
About the Authors
Tom Reilly is the founder and Chairman Emeritus of Tom Reilly Training, a privately owned company that specializes in training salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. He is a former board member of Sales & Marketing Executives of St. Louis, and former president and board member of the St. Louis Gateway chapter of the National Speakers Association. Reilly is the author of 12 business books and has written for several industry trade journals. He is the recipient of the Northeast Business Editors Silver Award.
Paul Reilly is the President of Tom Reilly Training. Before joining Tom Reilly Training, Paul experienced over a decade of sales success utilizing the principles of Value-Added Selling. Paul is a contributor to several publications and a faculty member at the University of Innovative Distribution (UID). Paul is a sought-after speaker on the topic of Value-Added Selling.
In this Book
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How to Start and Sustain a Movement in Your Organization
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Value-Added Selling
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Small-Wins Selling
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The Critical Buying Path
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The Value-Added Selling Process
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The Psychology of Price Shopping
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Customer Messaging
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High-Value Target Account Selection
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Target Account Penetration
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Customer-izing
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Positioning
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Differentiating
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Presenting
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Supporting
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Relationship Building
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Tinkering
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Value Reinforcement
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Leveraging
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Filling Your Pipeline
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Precall Planning
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Opening the Sales Call
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The Needs-Analysis Stage
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The Presentation Stage
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The Commitment Stage (Closing)
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Handling Objections
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Postcall Activities
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Managing Multiple Decision Makers
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Competing in an Amazon World
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Value-Added Inside Sales
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Final Thoughts
