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" Value-added selling : "
Tom Reilly.
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BL
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| Record Number
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954148
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b708518
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| Main Entry
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Reilly, Thomas P.
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| Title & Author
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Value-added selling : : how to sell more profitably, confidently, and professionally by competing on value, not price /\ Tom Reilly.
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| Edition Statement
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3rd ed.
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| Publication Statement
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New York :: McGraw-Hill,, ©2010.
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1 online resource (ix, 277 pages) :: illustrations
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| ISBN
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0071702687
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: 9780071702683
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9780071664875
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| Contents
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Preface; Part I: The Value-Added Selling Philosophy; Chapter 1 The Value-Added Organization; Chapter 2 Value-Added Selling Philosophy; Chapter 3 The Critical Buying Path; Chapter 4 The Value-Added Sales Process; Chapter 5 Customer Messaging; Part II: Value-Added Selling Strategies; Chapter 6 High-Value Target Account Selection; Chapter 7 Target Penetration; Chapter 8 Customer-izing; Chapter 9 Positioning; Chapter 10 Differentiating; Chapter 11 Presenting; Chapter 12 Supporting; Chapter 13 Relationship Building; Chapter 14 Tinkering; Chapter 15 Value Reinforcement.
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Chapter 16 LeveragingPart III: Value-Added Selling Tactics; Chapter 17 Canvassing; Chapter 18 Getting Appointments; Chapter 19 Pre-Call Planning; Chapter 20 The Opening Stage; Chapter 21 The Needs-Analysis Stage; Chapter 22 The Presentation Stage; Chapter 23 The Commitment Stage (Closing); Chapter 24 Handling Objections; Chapter 25 Post-Call Activities; Part IV: Value-Added Selling-Special Topics; Chapter 26 High-Level Value-Added Selling; Chapter 27 Selling Value in Tough Times and Tough Markets; Chapter 28 Red Zone/Green Zone; Chapter 29 Final Thoughts; Index; A; B; C; D; E; F; G; H; I; J.
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KL; M; N; O; P; Q; R; S; T; U; V; W.
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| Abstract
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"Tom Reilly is globally recognized for hispioneering work in value-added selling. He is president and founder of Tom ReillyTraining, 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 designationearned by the National SpeakersAssociation. His most recent book is CrushPrice Objections. Visit www.tomreillytraining.com."--
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"Your customers have come a long waysince Value-Added Selling was 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 theonly way to protect your profit margins withtoday's customers. Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers' needs from their perspective-and 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. Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy."--
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Selling.
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Value added.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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Selling.
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Value added.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.R45 2010eb
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