Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price - Couverture rigide

Reilly, Tom

Couverture rigide

ISBN 10 : 0071664874 ISBN 13 : 9780071664875

Editeur : McGraw-Hill Professional, 2010

Synopsis

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 efforts
• Create sales tools that help youcommunicate your value
• Develop and execute effectivevalue-added sales calls
• Connect with and sell to decisionmakers at the highest levels
• Increase 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.

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À propos de l'auteur

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Détails de l'édition

• Éditeur: McGraw-Hill Professional
• Date d'édition: 2010
• Langue: anglais
• ISBN 10: 0071664874
• ISBN 13: 9780071664875
• Reliure: Relié
• Numéro d'édition: 3
• Nombre de pages: 288
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible