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

Name: Value-Added Selling How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price
Price: 3.85 USD
Availability: InStock
ISBN: 9780071408813

ISBN-10: 0071408819

ISBN-13: 9780071408813

Edition: 2nd 2003 (Revised)

Authors: Tom Reilly

List price: $26.95

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Based upon the author's effective and proven seminar training/consulting model, this book 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.

Book details

List price: $26.95
Edition: 2nd
Copyright year: 2003
Publisher: McGraw-Hill Companies, The
Publication date: 11/25/2002
Binding: Hardcover
Pages: 288
Size: 6.25" wide x 9.25" long x 1.00" tall
Weight: 1.364

Acknowledgments	p. vii
Introduction	p. ix
Value-Added Selling Philosophy	p. 1
The Value-Added Organization	p. 3
Value-Added Selling	p. 13
The Value-Added Selling Process	p. 35
Identify Your Value Added	p. 41
Value-Added Selling Strategies	p. 49
Value-Added Target Account Selection	p. 51
Target Penetration	p. 59
Customer-izing	p. 67
Positioning	p. 75
Differentiating	p. 81
Presenting	p. 91
Serving	p. 101
Relationship Building	p. 105
Tinkering	p. 111
Value Reinforcement	p. 117
Leveraging	p. 123
Value-Added Selling Tactics	p. 129
Precall Planning	p. 131
Opening the Sales Call	p. 137
The Needs Analysis Stage	p. 143
The Presentation Stage	p. 165
The Commitment Stage (AKA Closing)	p. 175
Handling Objections	p. 185
Postcall Activities	p. 197
Value-Added Selling--Special Topics	p. 203
Hi-Level Value-Added Selling	p. 205
Technology: Friend or Foe?	p. 211
Sales Letters	p. 217
Value-Added Time Management	p. 241
Final Thoughts	p. 261
Index	p. 269
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