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Tom Reilly Training Home of Value-Added Selling and Coaching for Sales Success |
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TOM REILLY’S RULES FOR VALUE ADDED SELLING
Here is a short list of some things to remember about selling: 1. Add value, not cost; sell value, not price! 2. Sell to the customer’s needs, not necessarily against the competition. 3. Promise a lot and deliver more. 4. Plan every sales call. 5. Listen more than talk on a sales call. 6. Sell all three dimensions of value: your product, your company, and YOU. 7. Remind the customer often of your value added and everything you do for them. 8. It’s important to know where to call; it’s imperative to know where NOT to call. 9. Cutting price is only one way to deal with a price objection. 10. Treat your customers as if they were prospects, for they are, for your competition. Copyright 2006 Tom Reilly |
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