Value-Added Selling:  How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
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&#8217;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 Sellinghas been putting sales professionals on the path to excellence. Reilly has updated his seminal work to help you contend with today&#8217;s customer, who invariably expects more while paying less. This anniversary edition includes all-new material on:The critical steps of the buying processAccount penetration, positioning, presenting, and leveraging valueThe Red Zone/Green Zone time management model for salespeoplePlanning sales calls and developing relationshipsThe most current messaging tools for conveying multiple levels of valueValue is always fi rst and foremost on buyers&#8217; minds, even if they don&#8217;t know it. It&#8217;s your job to convince them.More relevant today then ever,Value-Added Sellingquickly and dramatically improves your business at a time when customers are more hesitant to part with their money than ever before.