Book Description
Value-added selling is the strategy for competing successfully at the highest levels in an industry without being the cheapest and Value-Added Selling, details exactly how to sell the value of a product or service when price or other competitive thrusts are negatively impacting sales. Based upon Tom Reilly's highly-effective and proven seminar training/consulting model, Value-Added Selling offers a step-by-step strategy that shows sales professionals how to focus on value instead of price and make selling a product or service easier and more profitable. An assertive, customer-oriented approach to sales, Value- Added Selling teaches how to study and orient the pitch to fit the clients needs, how to define value in the client's terms, how to read the client's cues and use them to share insights, plus how and when to close the deal. Every aspect of the sales process is addressed from the value-added perspective -- from becoming a value added salesperson to developing an in-depth understanding of your company's value added, from identifying and fully penetrating value added target accounts to positioning, differentiating, and presenting a value added solution to top decision makers and then closing the deal. Topics such as relationship selling, high value value-added selling, and value added time management are covered as well.
Synopsis
In a marketplace too often focused on price, "Value-Added Selling" provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need to - now and forever - deemphasize price in the selling equation.
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£18.99
