Value-Added Selling
Publisher: McGraw-Hill
Published: 2003
Place of publication: New York
Language: eng
Format: E-book
ISBN-13: 9780071416832
Description: 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 to­­now and forever­­deemphasize price in the selling equation.