Home Page Icon
Home Page
Table of Contents for
Dedication
Close
Dedication
by Paul Reilly, Tom Reilly
Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
Cover
Title Page
Copyright Page
Dedication
Contents
Acknowledgments
Introduction
Part I | The Value-Added Selling Philosophy
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
Part II | Value-Added Selling Strategies
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
Part III | Value-Added Selling Tactics
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
Part IV | Special Topics
Chapter 27 Managing Multiple Decision Makers
Chapter 28 Competing in an Amazon World
Chapter 29 Value-Added Inside Sales
Chapter 30 Final Thoughts
Notes
Index
Search in book...
Toggle Font Controls
Playlists
Add To
Create new playlist
Name your new playlist
Playlist description (optional)
Cancel
Create playlist
Sign In
Email address
Password
Forgot Password?
Create account
Login
or
Continue with Facebook
Continue with Google
Sign Up
Full Name
Email address
Confirm Email Address
Password
Login
Create account
or
Continue with Facebook
Continue with Google
Prev
Previous Chapter
Copyright Page
Next
Next Chapter
Contents
To those who add value in what they do
Add Highlight
No Comment
..................Content has been hidden....................
You can't read the all page of ebook, please click
here
login for view all page.
Day Mode
Cloud Mode
Night Mode
Reset