Description
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. McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Acknowledgments Introduction Part I: The Value-Added Selling Philosophy Chapter 1: How to Start and Sustain a Movement in Your Organization Chapter 2: Value-Added Selling Chapter 3: Small-Wins Selling Chapter 4: The Critical Buying Path Chapter 5: The Value-Added Selling Process Chapter 6: The Psychology of Price Shopping Chapter 7: Customer Messaging Part II: Value-Added Selling Strategies Chapter 8: High-Value Target Account Selection Chapter 9: Target Account Penetration Chapter 10: Customer-izing Chapter 11: Positioning Chapter 12: Differentiating Chapter 13: Presenting Chapter 14: Supporting Chapter 15: Relationship Building Chapter 16: Tinkering Chapter 17: Value Reinforcement Chapter 18: Leveraging Part III: Value-Added Selling Tactics Chapter 19: Filling Your Pipeline Chapter 20: Precall Planning Chapter 21: Opening the Sales Call Chapter 22: The Needs-Analysis Stage Chapter 23: The Presentation Stage Chapter 24: The Commitment Stage (Closing) Chapter 25: Handling Objections Chapter 26: Postcall Activities Part IV: Special Topics Chapter 27: Managing Multiple Decision Makers Chapter 28: Competing in an Amazon World Chapter 29: Value-Added Inside Sales Chapter 30: Final Thoughts Notes Index
