Value-Added Selling:  How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
One of the World's Most Popular Sales Methods--Updated to Give You the Edge on Today's Demanding Customers!Tom Reilly, creator of the value-added selling method, has good news for you: Even in today’s marketplace, you can still be a solid competitor without being the cheapest. You just need to sell value, not price.For a quarter century,Value-Added Sellinghas been putting sales professionals on the path to excellence. Reilly has updated his seminal work to help you contend with today’s customer, who invariably expects more while paying less. This anniversary edition includes all-new material on:The critical steps of the buying processAccount penetration, positioning, presenting, and leveraging valueThe Red Zone/Green Zone time management model for salespeoplePlanning sales calls and developing relationshipsThe most current messaging tools for conveying multiple levels of valueValue is always fi rst and foremost on buyers’ minds, even if they don’t know it. It’s your job to convince them.More relevant today then ever,Value-Added Sellingquickly and dramatically improves your business at a time when customers are more hesitant to part with their money than ever before.