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Value-Added Selling

Value-Added Selling


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About the Book

Concerns over Price are the largest single barrier to success for most salespeople. But despite what you might think, it isn’t the customers who worry most about price. It’s the salespeople. Value-Added Selling shows you how to de-emphasize price in your selling methodology and craft solutions that satisfy your customers? Concerns, providing them with the value they expect. A straightforward, market-proven approach for selling customers on the inherent value of your entire product package your product, your company, and the personalized attention only you can provide the strategic program outlined will allow you to: • Orient your pitch to the customer’s actual needs not your perception of those needs • Pick up on customer clues to determine the benefits he or she requires • Quickly and dramatically improve both your close and repeat-business ratios Today’s best sales pros succeed by shifting everyone’s focus, both their customers? and their own, from price charged to value provided. Let Value-Added Selling show you how to join them at the top by looking beyond price to proactively enhance both the perceived and actual value of the complete product package you offer, while shifting price from an all-consuming issue to an important but secondary consideration.

Table of Contents:
Acknowledgements Introduction Part I: Value-Added Selling Philosophy Chapter 1. The Value-Added Organization Chapter 2. Value-Added Selling Chapter 3. The Value-Added Selling Process Chapter 4. Identify Your Value Added Part II: Value-Added Selling Strategies Chapter 5. Value-Added Target Account Selection Chapter 6. Target Penetration Chapter 7. Customer-izing Chapter 8. Positioning Chapter 9. Differentiating Chapter 10. Presenting Chapter 11. Serving Chapter 12. Relationship Building Chapter 13. Tinkering Chapter 14. Value Reinforcement Chapter 15. Leveraging Part III: Value-Added Selling Tactics Chapter 16. Precall Planning Chapter 17. Opening the Sales Call Chapter 18. The Needs Analysis Stage Chapter 19. The Presentation Stage Chapter 20. The Commitment Stage (AKA Closing) Chapter 21. Handling Objections Chapter 22. Postcall Activities Part IV: Value-Added Selling ? Special Topics Chapter 23. Hi-Level Value-Added Selling Chapter 24. Technology: Friend or Foe? Chapter 25. Sales Letters Chapter 26. Value-Added Time Management Chapter 27. Final Thoughts Index


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Product Details
  • ISBN-13: 9780070588783
  • Publisher: Tata Mcgraw Hill
  • Publisher Imprint: Tata Mcgraw Hill
  • Edition: 1
  • No of Pages: 288
  • ISBN-10: 0070588783
  • Publisher Date: 2004
  • Binding: Paperback
  • Language: English


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