Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price, Fourth Edition
- 12h 35m
- Paul Reilly, Tom Reilly
- Recorded Books, Inc.
- 2018
Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.
In this Audiobook
-
CHAPTER 1 How to Start and Sustain a Movement in Your Organization
-
CHAPTER 2 Value-Added Selling
-
CHAPTER 3 Small-Wins Selling
-
CHAPTER 4 The Critical Buying Path
-
CHAPTER 5 The Value-Added Selling Process
-
CHAPTER 6 The Psychology of Price Shopping
-
CHAPTER 7 Customer Messaging
-
CHAPTER 8 High-Value Target Account Selection
-
CHAPTER 9 Target Account Penetration
-
CHAPTER 10 Customer-izing
-
CHAPTER 11 Positioning
-
CHAPTER 12 Differentiating
-
CHAPTER 13 Presenting
-
CHAPTER 14 Supporting
-
CHAPTER 15 Relationship Building
-
CHAPTER 16 Tinkering
-
CHAPTER 17 Value Reinforcement
-
CHAPTER 18 Leveraging
-
CHAPTER 19 Filling Your Pipeline
-
CHAPTER 20 Precall Planning
-
CHAPTER 21 Opening the Sales Call
-
CHAPTER 22 The Needs-Analysis Stage
-
CHAPTER 23 The Presentation Stage
-
CHAPTER 24 The Commitment Stage (Closing)
-
CHAPTER 25 Handling Objections
-
CHAPTER 26 Postcall Activities
-
CHAPTER 27 Managing Multiple Decision Makers
-
CHAPTER 28 Competing in an Amazon World
-
CHAPTER 29 Value-Added Inside Sales
-
CHAPTER 30 Final Thoughts
SHOW MORE
FREE ACCESS
