Synopses & Reviews
Your customers have come a long way since
Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.
Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reillys pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. Its the only way to protect your profit margins with todays customers.
Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers needs from their perspective and defining “value” accordingly. Reilly then helps you:
- Build a master plan that clearly directs your selling efforts
- Create sales tools that help you communicate your value
- Develop and execute effective value-added sales calls
- Connect with and sell to decision makers at the highest levels
- Increase customer retention by continuously creating new value
Theres nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value.
Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.
Synopsis
In a marketplace too often focused on price, "Value-Added Selling provides 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 to--now and forever--deemphasize price in the selling equation.
Synopsis
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 todays 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 todays 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 value
Value is always fi rst and foremost on buyers minds, even if they dont know it. Its 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.
About the Author
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, Medtronic, Harley-Davidson, and others. He is a Certified Speaking Professional, the highest designation earned by the National Speakers Association. His most recent book is Crush
Table of Contents
CONTENTS
Acknowledgments
Introduction
PART I VALUE-ADDED SELLING PHILOSOPHY
1 The Value-Added Organization
2 Value-Added Selling
3 The Value-Added Selling Process
4 Identify Your Value Added
PART II VALUE-ADDED SELLING STRATEGIES
5 Value-Added Target Account Selection
6 Target Penetration
7 Customerizing
8 Positioning
9 Differentiating
10 Presenting
11 Serving
12 Relationship Building
13 Tinkering
14 Value Reinforcement
15 Leveraging
PART III VALUE-ADDED SELLING TACTICS
16 Precall Planning
17 Opening the Sales Call
18 The Needs Analysis Stage
19 The Presentation Stage
20 The Commitment Stage (AKA Closing)
21 Handling Objections
22 Postcall Activities
PART IV VALUE-ADDED SELLINGSPECIAL TOPICS
23 Hi-Level Value-Added Selling
24 Technology: Friend or Foe?
25 Sales Letters
26 Value-Added Time Management
27 Final Thoughts
Index