Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price
Publisher: McGraw-Hill
Number of Pages: 256
Published: 2002-11-25
List price: $26.95
ISBN-10: 0071408819
ISBN-13: 9780071408813
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 to now and forever deemphasize price in the selling equation....