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

by Tom Reilly

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Editorial Reviews
Product Description

In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need tonow and foreverdeemphasize price in the selling equation.

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All Customer Reviews
Average Customer Review: 4.5 out of 5 stars

1 of 1 people found the following review helpful:

5 out of 5 stars

Outstanding Resource for Mastering the Concept of Value-Added Selling, 2007-02-22
This book is the definitive and primary source for value-added selling. Tom Reilly is by far the most knowledgeable and articulate spokesperson on this topic. This book sets the ground rules and provides a specific, how-to-do-it way to become a master at value-added selling.

There have been scores of books published that attempt to accomplish what this book accomplishes in the sense that the others are strictly "Johnny-come-latelies." Anyone who does like or appreciate this book certainly does not understand sales and the contemporary role that value-added selling plays in today's sales world.

One of the book's best ideas is how to present your price and stack your benefits relative to how your prospect wants to perceive value. That concept alone is worth the price of the book.

5 of 5 people found the following review helpful:

5 out of 5 stars

Just Closed Largest Order and Made $$$$, 2007-02-22
I have been a professional salesperson for over two decades, and have sold all over the world. Finding a sales book that actually makes me money is difficult. Most sales books are very general and motivational based. Tom Reilly is right on target. This is not the first book I have read from this author. Crush Price Objections and Coaching For Sales Success were two books that I found to be excellent. His book Value Added Selling is even better. If you want to become a multi-million dollar producer, the ideas in this book will make it happen. I don't give my commission away anymore. I am an avid reader of sales books and consider this one of the best sales books written. I just closed one of the largest orders (profitable) in my sales career using tips from this book.

0 of 2 people found the following review helpful:

3 out of 5 stars

Great content shaby book, 2007-02-15
Like the content. But needs a value added hardcover printer. You open the book and right away the spine breaks wherever you open it at. Very sad. If you cant make a quality hardcover then stick with the soft cover.

Strange that he talks so much about value but then uses a shabby printer to print his book. I would have paid a couple extra dollars for better quality.

I do admit that the contents are great. Would buy again

2 of 3 people found the following review helpful:

3 out of 5 stars

Not a great read, 2007-02-09
Perhaps it's because this is old information to me but I found this book to be tedious and rather uninteresting. I must admit I stopped reading it and put it up for sale. But this is just my personal opinion. Others may find it very useful. I certainly do believe in value added selling.

2 of 2 people found the following review helpful:

5 out of 5 stars

Value-Added Selling at it's best !!!!, 2006-08-23
This has to be one of the greatest books on selling I have ever read.

The common sense approach and detailed ideas are easy to understand and follow.

If your not Value-Added Selling in todays market then this book is a must read.

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