net price + 5% vat.
One of the World's Most Popular Sales Methods—Updated to Give You the Edge on Today's
Demanding Customers!
Tom Reilly, creator of the value-added selling method, has good news for
you:
Even in today’s marketplace, you can still be a solid competitor without
being the cheapest. You just need to sell value, not price.
For a quarter century, Value-Added Selling has been putting sales professionals on the
path to excellence. Reilly has updated his seminal work to help you contend with today’s
customer, who invariably expects more while paying less.
This anniversary edition includes all-new material on:
- The critical steps of the buying process
- Account penetration, positioning, presenting, and leveraging value
- The Red Zone/Green Zone time management model for salespeople
- Planning sales calls and developing relationships
- The most current messaging tools for conveying multiple levels of value
Value is always fi rst and foremost on buyers’ minds, even if they don’t know it.
It’s your job to convince them.
More relevant today then ever, Value-Added Selling quickly and dramatically improves
your business at a time when customers are more hesitant to part with their money than
ever before.
Table of Contents
Preface v
Part 1 The Value-Added Selling Philosophy 1
Chapter 1 The Value-Added Organization 3
Chapter 2 Value-Added Selling Philosophy 11
Chapter 3 The Critical Buying Path 29
Chapter 4 The Value-Added Sales Process 39
Chapter 5 Customer Messaging 45
Part II Value-Added Selling Strategies 57
Chapter 6 High-Value Target Account Selection 61
Chapter 7 Target Penetration 71
Chapter 8 Customer-izing 81
Chapter 9 Positioning 89
Chapter 10 Differentiating 95
Chapter 11 Presenting 105
Chapter 12 Supporting 115
Chapter 13 Relationship Building 119
Chapter 14 Tinkering 127
Chapter 15 Value Reinforcement 135
Chapter 16 Leveraging 141
Part III Value-Added Selling Tactics 149
Chapter 17 Canvassing 151
Chapter 18 Getting Appointments 157
Chapter 19 Pre-Call Planning 165
Chapter 20 The Opening Stage 171
Chapter 21 The Needs-Analysis Stage 177
Chapter 22 The Presentation Stage 199
Chapter 23 The Commitment Stage (Closing) 207
Chapter 24 Handling Objections 219
Chapter 25 Post-Call Activities 231
Part IV Value-Added Selling-Special Topics 237
Chapter 26 High-Level Value-Added Selling 239
Chapter 27 Selling Value in Tough Times and Tough Markets 245
Chapter 28 Red Zone/Green Zone 257
Chapter 29 Final Thoughts 267
Index 272
288 pages,Hardcover