Hardback edition available
Price: $29.95 USD
Publisher: McGraw-Hill
(ISBN: 978-0-07-166487-5)
278 pages
Value-Added Selling CD album
Price: $35.00 USD
(ISBN 0-944448-26-7)
Publisher: Motivation Press
4 cd album
This page was updated July 13, 2010
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.
Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.
Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers.
Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly helps you:
- Build a master plan that clearly directs your selling efforts
- Create sales tools that help you communicate your value
- Develop and execute effective value-added sales calls
- Connect with and sell to decision makers at the highest levels
- Increase customer retention by continuously creating new value
- Manage your time with the value-added philosophy
There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profitably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profits in any kind of economy.
The New Look of Value-Added Selling 2010
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—how buyers really make decisions
- How to create the customer messaging tools to support your sales efforts
- The Red Zone/Green Zone time management model for salespeople—a new way to think about how you invest your time
- How to make appointments and canvass your territory
- Selling value in tough times—half the battle is in your head; the other half is on the streets
- The Best Sales Practices of top-achieving salespeople—what the best of the best do
Every page of this book has been updated to reflect the realities of selling in 2010! 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.
Book Details
- Price: $29.95 USD
- Hardcover: 278 pages
- Publisher: McGraw-Hill; 3rd edition (March 22, 2010)
- Language: English
- ISBN-10: 0071664874 ISBN-13: 978-0071664875
- Dimensions: 9 x 6.2 x 1 inches
Table of contents
Part I The Value-Added Selling Philosophy
- The Value-Added Organization
- Value-Added Selling Philosophy
- The Critical Buying Path®
- The Value-Added Sales Process®
- Customer Messaging
Part II Value-Added Selling Strategies
- High-Value Target Account Selection
- Target Penetration
- Customer-izing
- Positioning
- Differentiating
- Presenting
- Serving
- Relationship Building
- Tinkering
- Value Reinforcement
- Leveraging
Part III Value-Added Selling Tactics
- Canvassing
- Getting appointments
- Pre-Call Planning
- The Opening Stage
- The Needs Analysis Stage
- The Presentation Stage
- The Commitment Stage (Closing)
- Handling Objections
- Post-Call Activities
Part IV Value-Added Selling—Special Topics
- Hi-Level Value-Added Selling
- Selling Value in Tough Times and Tough Markets
- Red Zone/Green Zone Time Management
- Final Thoughts
Biographical note
Tom Reilly is globally recognized for his pioneering work in Value-Added Selling. He is president and founder of Tom Reilly Training, a St. Louis-based company. He is a Certified Speaking Professional, the highest designation earned by the National Speakers Association. Reilly has a Master's Degree in Psychology. His recent book, Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit, is also published by McGraw-Hill.
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Author byline: Tom Reilly is a professional speaker and author of the book, Value-Added Selling (McGraw-Hill, 2010). You may reach Tom through his website: www.TomReillyTraining.com.