Tom Reilly's New Value-Added Selling
"Sell value, not price!"
Value-Added Selling is a content-rich message of hope. It's both inspirational and informational. The value added philosophy is a better view of business. Value added salespeople are more focused on making a difference than just making a deal. Tom Reilly began his pioneering work in Value-Added Selling in 1985 when he wrote his first book on this topic. Since then, he has spread his message across continents to tens of thousands of salespeople and their managers. This new book combines the best of the old and proven with the new and innovative. In this book, Tom Reilly shares his insights and experiences of having worked with some of the best sales forces in the world over the past two decades. Reilly's creative and forward-thinking sales philosophy will shape the future for salespeople globally for decades to come.
70% new material!
This new edition of Value-Added Selling is organized into four parts and written in a reader-friendly format so that one section builds on the previous section.
Part One: The Value-Added Selling Philosophy and Process
In this part, you learn the three characteristics of value-added peak competitors; how to identify your value added; and how to use offensive and defensive selling to win and secure more business.
Part Two: The Strategic Side of Value-Added Selling
There are eleven strategies that value added salespeople use to pursue new business and retain and grow existing business.
Part Three: The Tactical Side of Value-Added Selling
Value added salespeople plan their sales calls, execute them according to the plan, and evaluate their efforts. In this section, you will read what it takes to plan, execute, and follow-up on your value added selling strategy.
Part Four: Bonus Section
This section contains information that will help you sell more effectively to High-Level Decision Makers; manage your time effectively using the value-added philosophy; write better sales letters; and use technology to complement your sales efforts.
New hardback edition is now available
Price: $26.95 (Plus shipping and handling)
Publisher: McGraw-Hill
(ISBN: 0-0714088-19)
256 pages
This is also available as a four-CD album Click here for more information on CD
Price: $35.00 (Plus shipping and handling)
(ISBN 0-944448-26-7)
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