Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e

Name: Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
Price: 5.68 USD
Availability: InStock
ISBN: 9780071664875

ISBN-10: 0071664874

ISBN-13: 9780071664875

Edition: 3rd 2010

Authors: Tom Reilly

List price: $32.00

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Book details

List price: $32.00
Edition: 3rd
Copyright year: 2010
Publisher: McGraw-Hill Education
Publication date: 4/12/2010
Binding: Hardcover
Pages: 288
Size: 6.00" wide x 9.25" long x 1.00" tall
Weight: 1.188
Language: English



Preface



The Value-Added Selling Philosophy



The Value-Added Organization



Value-Added Selling Philosophy



The Critical Buying Path



The Value-Added Sales Process



Customer Messaging



Value-Added Selling Strategies



High-Value Target Account Selection



Target Penetration



Customer-izing



Positioning



Differentiating



Presenting



Supporting



Relationship Building



Tinkering



Value Reinforcement



Leveraging



Value-Added Selling Tactics



Canvassing



Getting Appointments



Pre-Call Planning



The Opening Stage



The Needs-Analysis Stage



The Presentation Stage



The Commitment Stage (Closing)



Handling Objections



Post-Call Activities



Value-Added Selling-Special Topics



High-Level Value-Added Selling



Selling Value in Tough Times and Tough Markets



Red Zone/Green Zone



Final Thoughts


Index