Hardback edition available
Price: $24.95 USD
Publisher: McGraw-Hill
(ISBN: 0-0714088-19)
256 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 March 23, 2006
Value-Added Selling Public Seminar
(Page 2)
Topic Outline
Introduction to Value-Added Selling
Value-Added Selling is more than a seminar or book—it’s a business philosophy. Participants learn what it means to be a value added salesperson and what buyers want from sellers. Participants discover they sell a three-dimensional solution: product, company, and themselves.
· Value is more than a cheap price
· Your Value-add-itude™
· Principles of Value-Added Selling
· Price objections are self-inflicted wounds
· What buyers really want from sellers
· How discounting destroys profitability
The Value Added Sales Process
Effective selling parallels efficient buying. In this module, the participants are taught how to think as customers think, identify their value added—both company and personal—and how to present their total solution to customers.
· The Critical Buying Path™
· Identifying your company’s value added
· Identifying salesperson’s value added
Value-Added Selling Strategies
There are eleven strategies that effective salespeople use to identify and pursue opportunities. In this what-to-do module, the participants are taught how to pursue and secure new business while protecting and growing existing business.
Value added offensive selling strategies
· Target Selection (identifying viable sales opportunities)
· Target Penetration (selling at different levels in an organization)
· Customer-izing (thinking as customers think)
· Positioning (maximizing your image)
· Differentiation (selling against the competition)
· Presenting (why customers should buy your solution)
Value added defensive selling strategies
· Serving (logistics support)
· Relationship Building (building strong customer bonds)
· Tinkering (continuous improvement and re-creating value)
· Reinforcement (getting credit for your value added)
· Leveraging (full account penetration—vertical and horizontal)
Articles by Tom Reilly on Value Added Selling
Call us at 636-537-3360 to register for this seminar