VALUE-ADDED SELLING 3E

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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 the cheapest. You just need to sell value, not price.For a quarter century, Value-Added Selling has been putting sales professionals on the path to excellence. Reilly has updated his seminal work to help you contend with today’s customer, who invariably expects more while paying less. This anniversary edition includes 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 valueValue is always fi rst and foremost on buyers’ minds, even if they don’t know it. It’s your job to convince them.More relevant today then ever, Value-Added Selling quickly and dramatically improves your business at a time when customers are more hesitant to part with their money than ever before.

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Tom Reilly is globally recognized for his pioneering work in value-added selling. He is president and founder of Tom Reilly Training, with such clients as Apple, AT&T, Exxon, Volvo, IBM, Johns-Manville, Schlumberger, Enterprise Rent-A-Car amongst many others. Table of Contents CONTENTSAcknowledgmentsIntroduction PART I VALUE-ADDED SELLING PHILOSOPHY1 The Value-Added Organization2 Value-Added Selling 3 The Value-Added Selling Process4 Identify Your Value Added PART II VALUE-ADDED SELLING STRATEGIES5 Value-Added Target Account Selection6 Target Penetration7 Customerizing8 Positioning 9 Differentiating 10 Presenting11 Serving12 Relationship Building 13 Tinkering14 Value Reinforcement 15 Leveraging PART III VALUE-ADDED SELLING TACTICS16 Precall Planning17 Opening the Sales Call 18 The Needs Analysis Stage19 The Presentation Stage20 The Commitment Stage (AKA Closing) 21 Handling Objections 22 Postcall Activities PART IV VALUE-ADDED SELLING-SPECIAL TOPICS23 Hi-Level Value-Added Selling24 Technology: Friend or Foe? 25 Sales Letters 26 Value-Added Time Management27 Final Thoughts Index