Book description: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, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s 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
There’s 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.
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 value
Value 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.
