Value-added selling : how to sell more profitably, confidently, and professionally by competing on value, not price /

Providing the strategies you need to close more sales and improve repeat business, this book examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. --

Bibliographic Details
Call Number:Libro Electrónico
Main Authors: Reilly, Thomas P. (Author), Reilly, Paul (Sales training consultant) (Author)
Format: Electronic eBook
Language:Inglés
Published: New York : McGraw-Hill Education, [2018]
Edition:Fourth edition.
Subjects:
Selling.
Value added.
Vente.
Valeur ajoutée.
selling.
Selling
Value added
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • How to start and sustain a movement in your organization
  • Value-added selling
  • Small-wins selling
  • The critical buying path
  • The value-added selling processes
  • The psychology of price shopping
  • Customer messaging
  • High-value target account selection
  • Target account penetration
  • Customer-izing
  • Positioning
  • Differentiating
  • Presenting
  • Supporting
  • Relationship building
  • Tinkering
  • Value reinforcement
  • Leveraging
  • Filling your pipeline
  • Precall planning
  • Opening the sales call
  • The needs-analysis stage
  • The presentation stage
  • The commitment stage (closing)
  • Handling objections
  • Postcall activities
  • Managing multiple decision makers
  • Competing in an Amazon World
  • Value-added inside sales
  • Final thoughts.

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