Value Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not PriceMcGraw Hill Professional, 2003 - 276 pages 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. |
Contents
| 1 | |
THE VALUEADDED ORGANIZATION | 3 |
VALUEADDED SELLING | 13 |
THE VALUEADDED SELLING PROCESS | 35 |
IDENTIFY YOUR VALUE ADDED | 41 |
VALUEADDED SELLING STRATEGIES | 49 |
VALUEADDED TARGET ACCOUNT SELECTION | 51 |
TARGET PENETRATION | 59 |
LEVERAGING | 123 |
VALUEADDED SELLING TACTICS | 129 |
PRECALL PLANNING | 131 |
OPENING THE SALES CALL | 137 |
THE NEEDS ANALYSIS STAGE | 143 |
THE PRESENTATION STAGE | 165 |
THE COMMITMENT STAGE AKA CLOSING | 175 |
HANDLING OBJECTIONS | 185 |
CUSTOMERIZING | 67 |
POSITIONING | 75 |
DIFFERENTIATING | 81 |
PRESENTING | 91 |
SERVING | 101 |
RELATIONSHIP BUILDING | 105 |
TINKERING | 111 |
VALUE REINFORCEMENT | 117 |
POSTCALL ACTIVITIES | 197 |
VALUEADDED SELLINGSPECIAL TOPICS | 203 |
HILEVEL VALUEADDED SELLING | 205 |
TECHNOLOGY FRIEND OR FOE? | 211 |
SALES LETTERS | 217 |
VALUEADDED TIME MANAGEMENT | 241 |
FINAL THOUGHTS | 261 |
Other editions - View all
Value-added Selling: How to Sell More Profitably, Confidently, and ... Thomas P. Reilly No preview available - 2003 |
Common terms and phrases
account penetration achieve ACTION POINTS Active listening activities add value answer areas ask questions attitude build buyer's needs buying decision chapter commitment company's competition cost create customer satisfaction customer's decision makers decision process defensive selling deliver demonstrate differentiate dimensions of value discount effective effective listening employees example existing customers feel focus focused follow-up goals Here's HLDMs impact important industry investment listening look meeting needs analysis offer opportunity perceived value percent person position pressure points price objections proactive probing problem product or service profit prospect purchase Reilly P.S. relationship response REVIEW AND ACTION Sales Letter sellers seminars serve someone specific strategy success supplier technique tell Tinkering tion Tom Reilly tomers value added Value-added organizations Value-added peak competitors Value-added salespeople Value-Added Selling philosophy Value-Added Selling process VALUE-ADDED SELLING REVIEW value-added services value-added solution VIP list
Popular passages
Page 115 - If a man can write a better book, preach a better sermon, or make a better mousetrap than his neighbor, though he builds his house in the woods, the world will make a beaten path to his door.
Page 15 - You can have any color car you want as long as it's black.
Page 113 - This would be a great place to work, if it weren't for the customers.
Page 113 - It seems there is never enough time to do a job right the first time, but there is always time to do it over.
Page 248 - Let's say you're in the express line at the grocery store, and the person in front of you has two extra items in his basket that push him over the ten-item limit.
Page 113 - There is always too much to do and too little time to do it. As...
Page 225 - I'll contact you in a couple of days to see if you would be open to hearing more about this significant newsletter.
Page 249 - By respecting others' time, you acknowledge that their time is as important to them as your time is to you.
References to this book
Verkaufen von Profi zu Profi: den Einkauf überzeugen - mehr Umsatz mit ... Wolfgang F. Bussmann,Dirk Zupancic No preview available - 2008 |