Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price

Inbunden, Engelska, 2018

379 kr

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Beskrivning

The global, go-to guide that started the Value Selling Revolution—now updated for today’s market

“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

Produktinformation

Utgivningsdatum:2018-10-04
Mått:160 x 234 x 36 mm
Vikt:545 g
Format:Inbunden
Språk:Engelska
Antal sidor:368
Upplaga:4
Förlag:McGraw-Hill Education
ISBN:9781260134735

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Innehållsförteckning

AcknowledgmentsIntroductionPart I: The Value-Added Selling PhilosophyChapter 1: How to Start and Sustain a Movement in Your OrganizationChapter 2: Value-Added SellingChapter 3: Small-Wins SellingChapter 4: The Critical Buying PathChapter 5: The Value-Added Selling ProcessChapter 6: The Psychology of Price ShoppingChapter 7: Customer MessagingPart II: Value-Added Selling StrategiesChapter 8: High-Value Target Account SelectionChapter 9: Target Account PenetrationChapter 10: Customer-izingChapter 11: PositioningChapter 12: DifferentiatingChapter 13: PresentingChapter 14: SupportingChapter 15: Relationship BuildingChapter 16: TinkeringChapter 17: Value ReinforcementChapter 18: LeveragingPart III: Value-Added Selling TacticsChapter 19: Filling Your PipelineChapter 20: Precall PlanningChapter 21: Opening the Sales CallChapter 22: The Needs-Analysis StageChapter 23: The Presentation StageChapter 24: The Commitment Stage (Closing)Chapter 25: Handling ObjectionsChapter 26: Postcall ActivitiesPart IV: Special TopicsChapter 27: Managing Multiple Decision MakersChapter 28: Competing in an Amazon WorldChapter 29: Value-Added Inside SalesChapter 30: Final ThoughtsNotesIndex