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.
Inhaltsverzeichnis
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
