Value-Added Selling Public Seminar

(Page 2)

Topic Outline

Introduction to Value-Added Selling

Value-Added Selling is more than a seminar or book—it’s a business philosophy. Participants learn what it means to be a value added salesperson and what buyers want from sellers. Participants discover they sell a three-dimensional solution: product, company, and themselves.

· Value is more than a cheap price

· Your Value-add-itude™

· Principles of Value-Added Selling

· Price objections are self-inflicted wounds

· What buyers really want from sellers

· How discounting destroys profitability

The Value Added Sales Process

Effective selling parallels efficient buying. In this module, the participants are taught how to think as customers think, identify their value added—both company and personal—and how to present their total solution to customers.

· The Critical Buying Path™

· Identifying your company’s value added

· Identifying salesperson’s value added

Value-Added Selling Strategies

There are eleven strategies that effective salespeople use to identify and pursue opportunities. In this what-to-do module, the participants are taught how to pursue and secure new business while protecting and growing existing business.

Value added offensive selling strategies

· Target Selection (identifying viable sales opportunities)

· Target Penetration (selling at different levels in an organization)

· Customer-izing (thinking as customers think)

· Positioning (maximizing your image)

· Differentiation (selling against the competition)

· Presenting (why customers should buy your solution)

Value added defensive selling strategies

· Serving (logistics support)

· Relationship Building (building strong customer bonds)

· Tinkering (continuous improvement and re-creating value)

· Reinforcement (getting credit for your value added)

· Leveraging (full account penetration—vertical and horizontal)

Call us at 636-537-3360 to register for these seminars or use the Contact Us form on this website.

Public Seminar Page

Back to Home Page

Tom Reilly Info	Company Info	Books & CD's	Training Programs
Articles	Contact Us	Order Form	Public Seminars
Sales Bytes Articles	Bibliography	Tough Times Media Kit	Tough Times Special Report

TOM REILLY TRAINING

171 Chesterfield Industrial Boulevard, Chesterfield Missouri 63005