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

~ Tom Reilly (Author) "WHAT MAKES GREAT organizations great?..." (more)
Key Phrases: peak competitors, call planning guide, defensive selling (more...)

Editorial Reviews

Product Description

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.

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 (View shipping rates and policies)
• Average Customer Review: 4.3 out of 5 stars  See all reviews (10 customer reviews)
• Amazon.com Sales Rank: #225,603 in Books (See Bestsellers in Books)

Customer Reviews

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

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

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.

7 of 9 people found the following review helpful:

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

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

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!!

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

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

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.