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

Tom Reilly (Author)

4.3 out of 5 stars See all reviews (10 customer reviews) |

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Book Description

ISBN-10: 0071408819 | ISBN-13: 978-0071408813 | Publication Date: November 25, 2002 | Edition: 2nd

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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Editorial Reviews

About the Author

Tom Reilly is president of Tom Reilly Training, Inc., a value-based sales and sales management training company.

Product Details

Hardcover: 256 pages
Publisher: McGraw-Hill; 2nd edition (November 25, 2002)
Language: English
ISBN-10: 0071408819
ISBN-13: 978-0071408813
Product Dimensions: 9.1 x 6 x 0.9 inches
Shipping Weight: 1.5 pounds

Average Customer Review: 4.3 out of 5 stars See all reviews (10 customer reviews)

Amazon Best Sellers Rank: #218,454 in Books (See Top 100 in Books)

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More About the Author

› Visit Amazon's Thomas P. Reilly Page

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Customer Reviews

10 Reviews

5 star:		(7)
4 star:		(0)
3 star:		(2)
2 star:		(1)
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Average Customer Review

4.3 out of 5 stars (10 customer reviews)

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Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

5.0 out of 5 stars Just Closed Largest Order and Made $$$$, February 22, 2007

Carl Henry Schneidt - See all my reviews
(REAL NAME)

This review is from: Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price (Hardcover)

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.

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8 of 10 people found the following review helpful:

5.0 out of 5 stars Value-Added Selling, February 9, 2003

Tim Heidenry (St. Louis, MO) - See all my reviews

This review is from: Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price (Hardcover)

While I've spent the last 12+ years working for the leading Chemical Raw Materials Distributor in the industry the key to my companies success has always involved creating unique, value-added relationships in an industry where customers & competitors often times attempt to commoditize our products & services.

Tom Reilly's Value-Added Selling is an extremely refreshing book to read because it focuses on and responds to the real challenges that sales organizations are forced to face today regardless of the size of the company or the product being sold to the customer.

Value-Added Selling has given my sales team & myself more energy & confidence to stay focused on selling value ( & not just price ) while competing in the chemical commodities industry!!

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2 of 2 people found the following review helpful:

5.0 out of 5 stars Value-Added Selling at it's best !!!!, August 22, 2006

M. Gunnells (Atlanta GA) - See all my reviews
(REAL NAME)

This review is from: Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price (Hardcover)

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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Most Recent Customer Reviews

2.0 out of 5 stars Value-Added Selling
Some good points, but it would have been better presented with less of an "I" perspective. (Way too many references to "I did this" and "I did that". Read more

Published on April 3, 2009 by Michael A. Truitt

5.0 out of 5 stars Outstanding Resource for Mastering the Concept of Value-Added Selling
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. Read more

Published on February 22, 2007 by William T. Brooks

3.0 out of 5 stars Great content shaby book
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. Read more

Published on February 14, 2007 by Michael Lewthwaite

3.0 out of 5 stars Not a great read
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. Read more

Published on February 9, 2007 by Susanna Hutcheson

5.0 out of 5 stars Tom Reilly makes Value Added easy to understand
The easy writing style of Tom Reilly and the hands-on experience he brings to the topic helps even a novice like me understand the concepts of Value Added. Read more

Published on February 5, 2003

5.0 out of 5 stars Value-added Selling
This is the best book on professional selling I've read in years. Value-added Selling, like many of Tom Reilly's books, is jam-packed with practical ideas for salespeople. Read more

Published on January 27, 2003

5.0 out of 5 stars Great Ideas
I've had the chance to read two other of Mr. Reilly's books, and this one is the best yet. In today's difficult selling environment, this book is loaded with great ideas. Read more

Published on January 27, 2003 by James P. Laughlin

› See all 10 customer reviews...

Inside This Book (learn more)

First Sentence:
WHAT MAKES GREAT organizations great? Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
peak competitors, call planning guide, defensive selling, salespeople embrace, customer value focus, needs analysis stage, price objections, projective questions, viability criteria, sales coach, competitive questions, account penetration, tactical side, value reinforcement, price shoppers, situational questions, proof sources, presentation stage, price resistance

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Books on Related Topics | Concordance | Text Stats

Citations (learn more)

This book cites 1 book:

The Effective Executive: The Definitive Guide to Getting the Right Things Done (Harperbusiness Essentials) by Peter F. Drucker on page 52

2 books cite this book:

Value-Added Sales Management by Tom Reilly in Front Matter, and Back Cover
Crisp: Building and Closing the Sale, Revised Edition: Proven Methods for Closing Sales (Fifty-Minute Series) by Virden J. Thornton in Back Matter

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