Tom Reilly, Paul Reilly – Value-Added Selling, Fourth Edition


The global, go-to guide that started the Value Selling Revolution – now updated for todays market

Value 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 Value-Added Selling, 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 industry – and the world – has 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 Reillys classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

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. Youll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book tells you how to compete more profitably by selling value, not price.

Author: Tom Reilly, Paul Reilly
Narrator: Scott R. Pollak
Duration: 12 hours 35 minutes
Released: 18 Jun 2009
Publisher: McGraw-Hill Education
Language: English

User Review:

psi paying

I ordered this book after reading articles and watching video clips about how great is was, but it turned out to be a random collection of general knowledge, peppered with drooling Apple product advocation and anti-(Adobe)Flash statements about how a web site home page should appear. I really was hoping that this would provide some insight into the psychology of customer motivation and product/service marketing, but it turned out to be (in my opinion) overstatement of the obvious.

Hey, the advertising worked on me, so there must be some magic in there somewhere!