Description
The book that introduced value-added selling--updated to give you the edge on today's demanding customers Your customers have come a long way since the original publication of this sales classic 25 years ago. More knowledgeable and proactive, they expect more for each dollar they spend than ever. But one thing hasn't changed: The main factor in purchase decisions is still overall value, not price alone. For a quarter century, "Value-Added Selling" has shown sales professionals how to think like their customers and orient a pitch tailored to their specific need for high value. This heavily revised and updated anniversary edition includes all-new material on: The Buyer's Critical Buying Path, which reveals the 10 steps customers makes in a buying process Techniques for bringing value to the customer in each stage of the process Account penetration, positioning, presenting and leveraging value Selling in an economy that has made customers more skittish than ever The author's latest Red Zone/Green Zone sales model--you're either adding value or adding cost (without value) Late-breaking about planning sales calls and developing relationships The most current messaging tools that convey multiple levels of value "Value-Added Selling" is perhaps even more relevant today then when it was originally published. It quickly and dramatically improves your business at a time when customers are more hesitant to part with their money than ever before.
