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
Value-Added Selling is a content-rich message of hope: You can compete aggressively and outsell the competition while maintaining your profitability. The theme of this customer-oriented philosophy is “Add value, not cost; sell value, not price.” Value added salespeople are more focused on making a difference than just making a deal; they know that a cheap price is not the only way to compete—they compete with their total value added solution.
This intensive two-day, hands-on, interactive skills-building session takes place at our training center in Chesterfield, Missouri —a suburb of St. Louis. We limit the group size to twenty-four participants to maximize exposure to the concepts and guarantee individual attention from Tom Reilly, internationally-recognized expert on Value-Added Selling. This program is ideal for salespeople who sell value added solutions, deliver greater value to their customers, and want to be respected for and compensated for this value added. For experienced veterans, this seminar is a motivational shot-in-the-arm and a refresher on how they became successful; for new reps, this seminar is the primer for professional selling and a catalyst for success.
General Objectives
Our training philosophy is that learning must be fun and stimulating. The overall objective for this competency-based training is to help salespeople reach their full potential. We help them increase their knowledge, skill, and proficiency in the value added sales process. The highly effective training model we employ . . .
· Introduces participants to the value added, maximum performance philosophy and encourages them to embrace it as their sales paradigm;
· Teaches participants how to sell value added;
· Teaches participants how to think about selling; and
· Teaches participants how to maximize their value and their margins.
Specific Behavioral Objectives
At the end of this training program the group will be able to do the following:
· Define value, value added, customer satisfaction, and describe the differences between seller-focused and customer-focused solutions;
· Discuss what customers really want in a solution and the impact that discounting has on a company’s bottom line.
· Explain Value-Added Selling as it relates to the customer’s Critical Buying Path™;
· Document their company and personal value added;
· Present their company and personal value added to the customer;
· Name the Value-Added Selling strategies;
· Discuss the importance of building stronger relationships with customers;
· Plan, execute, and review the value added sales call;
· Respond effectively to price objections and negotiate win/win outcomes;
· Explain how to sell to High-Level Decision Makers; and
· Demonstrate how to increase customer loyalty and retention.
Articles by Tom Reilly on Value Added Selling
Call us at 636-537-3360 to register for these seminars