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Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
CITATION
Reilly, Tom
.
Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
.
US
: McGraw-Hill, 2010.
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Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
Authors:
Tom Reilly
Published:
March 2010
eISBN:
9780071702683 0071702687
|
ISBN:
9780071664875
Open eBook
Book Description
Table of Contents
Contents
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
Chapter 16 Leveraging
Part 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
