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Full Description
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 effortsCreate sales tools that help youcommunicate your valueDevelop and execute effectivevalue-added sales callsConnect with and sell to decisionmakers at the highest levelsIncrease 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.
Contents
CONTENTSAcknowledgmentsIntroductionPART I VALUE-ADDED SELLING PHILOSOPHY1The Value-Added Organization2Value-Added Selling3The Value-Added Selling Process4Identify Your Value Added5Value-Added Target Account Selection6Target Penetration7Customerizing8Positioning9Differentiating10Presenting11Serving12Relationship Building13Tinkering14Value Reinforcement15LeveragingPART III VALUE-ADDED SELLING TACTICS16Precall Planning17Opening the Sales Call18The Needs Analysis Stage19The Presentation Stage20The Commitment Stage (AKA Closing) 21Handling Objections22Postcall Activities23Hi-Level Value-Added Selling24Technology: Friend or Foe?25Sales Letters26Value-Added Time Management27Final ThoughtsIndexNER(01): WOW
