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
Sell Value . . . Not Price!
Value-Added Selling is a content-rich message of hope. The highly-effective training model encourages salespeople to embrace the value added philosophy at the outset of the program and approach the strategies and tactics of Value-Added Selling with an open mind. This customer-oriented sales philosophy is a breath of fresh air for all salespeople. Our message is simple yet inspirational: “You can compete successfully at the highest levels in an industry without being the cheapest.”
Topics Covered in This Program:
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Becoming a value added salesperson;
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Developing an in-depth understanding of your company’s value added;
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Understanding what customers really want from sellers;
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Identifying and fully penetrating value added target accounts;
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Defining value in customer terms;
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Creating a positive sense of urgency for action;
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Differentiating your value added solution;
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Presenting a compelling argument for your value added;
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Recreating value added for your customers
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Getting credit for your value added with existing customers;
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Building stronger relationships with customers;
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Increasing business with current accounts;
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Resolving price objections.
The Bottom Line:
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Your salespeople will sell more profitably
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Their self-confidence increases as they learn to control the sales process.
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They will think, plan, and execute more strategically and professionally.