Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e
McGraw-Hill Professional (Verlag)
9780071664875 (ISBN)
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Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend.
Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers.
Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you:
Build a master plan that clearlydirects your selling effortsCreate sales tools that help youcommunicate your valueDevelop and execute effectivevalue-added sales callsConnect with and sell to decisionmakers at the highest levelsIncrease customer retention bycontinuously creating new value
There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value.
Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
CONTENTS
Acknowledgments
Introduction
PART I VALUE-ADDED SELLING PHILOSOPHY
1The Value-Added Organization
2Value-Added Selling
3The Value-Added Selling Process
4Identify Your Value Added
PART II VALUE-ADDED SELLING STRATEGIES
5Value-Added Target Account Selection
6Target Penetration
7Customerizing
8Positioning
9Differentiating
10Presenting
11Serving
12Relationship Building
13Tinkering
14Value Reinforcement
15Leveraging
PART III VALUE-ADDED SELLING TACTICS
16Precall Planning
17Opening the Sales Call
18The Needs Analysis Stage
19The Presentation Stage
20The Commitment Stage (AKA Closing)
21Handling Objections
22Postcall Activities
PART IV VALUE-ADDED SELLING—SPECIAL TOPICS
23Hi-Level Value-Added Selling
24Technology: Friend or Foe?
25Sales Letters
26Value-Added Time Management
27Final Thoughts
Index
| Erscheint lt. Verlag | 16.5.2010 |
|---|---|
| Zusatzinfo | 10 Illustrations |
| Sprache | englisch |
| Maße | 163 x 234 mm |
| Gewicht | 540 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| Schlagworte | Verkauf |
| ISBN-13 | 9780071664875 / 9780071664875 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
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