{"product_id":"valueadded-selling-fourth-edition-how-to-sell-more-profitably-confidently-and-professionally-by-competing-on-valueanot-price-9781260134735","title":"ValueAdded Selling Fourth Edition How to Sell","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThe global, go-to guide that started the Value Selling Revolutionânow updated for todayâs market\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eâœValueâ is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of \u003ci\u003eValue-Added Selling\u003c\/i\u003e, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industryâand the worldâhas changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reillyâs classic guide examines the latest trends and techno\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eAcknowledgments\u003cbr\u003e\u003cbr\u003eIntroduction\u003cbr\u003e\u003cbr\u003e\u003cb\u003ePart I: The Value-Added Selling Philosophy\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eChapter 1: How to Start and Sustain a Movement in Your Organization\u003cbr\u003e\u003cbr\u003eChapter 2: Value-Added Selling\u003cbr\u003e\u003cbr\u003eChapter 3: Small-Wins Selling\u003cbr\u003e\u003cbr\u003eChapter 4: The Critical Buying Path\u003cbr\u003e\u003cbr\u003eChapter 5: The Value-Added Selling Process\u003cbr\u003e\u003cbr\u003eChapter 6: The Psychology of Price Shopping\u003cbr\u003e\u003cbr\u003eChapter 7: Customer Messaging\u003cbr\u003e\u003cbr\u003e\u003cb\u003ePart II: Value-Added Selling Strategies\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eChapter 8: High-Value Target Account Selection\u003cbr\u003e\u003cbr\u003eChapter 9: Target Account Penetration\u003cbr\u003e\u003cbr\u003eChapter 10: Customer-izing\u003cbr\u003e\u003cbr\u003eChapter 11: Positioning\u003cbr\u003e\u003cbr\u003eChapter 12: Differentiating\u003cbr\u003e\u003cbr\u003eChapter 13: Presenting\u003cbr\u003e\u003cbr\u003eChapter 14: Supporting\u003cbr\u003e\u003cbr\u003eChapter 15: Relationship Building\u003cbr\u003e\u003cbr\u003eChapter 16: Tinkering\u003cbr\u003e\u003cbr\u003eChapter 17: Value Reinforcement\u003cbr\u003e\u003cbr\u003eChapter 18: Leveraging\u003cbr\u003e\u003cbr\u003e\u003cb\u003ePart III: Value-Added Selling Tactics\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eChapter 19: Filling Your Pipeline\u003cbr\u003e\u003cbr\u003eChapter 20: Precall Planning\u003cbr\u003e\u003cbr\u003eChapter 21: Opening the Sales Call\u003cbr\u003e\u003cbr\u003eChapter 22: The Needs-Analysis Stage\u003cbr\u003e\u003cbr\u003eChapter 23: The Presentation Stage\u003cbr\u003e\u003cbr\u003eChapter 24: The Commitment Stage (Closing)\u003cbr\u003e\u003cbr\u003eChapter 25: Handling Objections\u003cbr\u003e\u003cbr\u003eChapter 26: Postcall Activities\u003cbr\u003e\u003cbr\u003e\u003cb\u003ePart IV: Special Topics\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eChapter 27: Managing Multiple Decision Makers\u003cbr\u003e\u003cbr\u003eChapter 28: Competing in an Amazon World\u003cbr\u003e\u003cbr\u003eChapter 29: Value-Added Inside Sales\u003cbr\u003e\u003cbr\u003eChapter 30: Final Thoughts\u003cbr\u003e\u003cbr\u003eNotes\u003cbr\u003e\u003cbr\u003eIndex\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":48885305540951,"sku":"9781260134735","price":23.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781260134735.jpg?v=1722535823","url":"https:\/\/bookcurl.com\/products\/valueadded-selling-fourth-edition-how-to-sell-more-profitably-confidently-and-professionally-by-competing-on-valueanot-price-9781260134735","provider":"Book Curl","version":"1.0","type":"link"}