Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers.
Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly then helps you:Build a master plan that clearly directs your selling efforts Create sales tools that help you communicate your value Develop and execute effective value-added sales calls Connect with and sell to decision makers at the highest levels Increase customer retention by continuously creating new value
There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value.
Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.
Green shows sales executives how to improve the sales organization by equipping it with motivation techniques and a full comprehension of the selling process. His message is clear and proven. Sales results improve dramatically when selling is viewed as motivating people to buy and when sales organizations learn to use this concept. Sales executives who learn this-and it is definitely not common knowledge, says Green-can pass these techniques to their sales managers, who can then train and motivate the sales force. It's an approach that in practice sounds right and feels good, Green explains, and it produces results. It also creates the desire to learn more about motivation and selling, and this in turn will have added benefits. For people in any occupation involving sales and a knowledge of sales techniques, this book will be a pleasant surprise: a way to understand sales strategies and how an organization can implement them, in a way that few have thought of-a simple way that works.
These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand.
In Crush Price Objections, Tom Reilly, bestselling author of Value-Added Selling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. It provides tips and tactics for:Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move the conversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online
Crush Price Objections offers you the tactical support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stop haggling—and start closing!
Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.
Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.
This fast and easy guide offersIdeas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics
Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
Customers are overloaded with information, overwhelmed by options, and short on time—so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to:
Maximize the value of their selling • Accelerate responsiveness to build trust and credibility • Earn valuable selling time with customers • Shape the buyer’s vision • Integrate persuasive stories into their sales process • Build lasting relationships through follow-up and customer service
Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
In The High-Impact Sales Manager, you’ll learn how to transcend the daily grind and unlock the full potential of your sales team. This includes learning to:
• Hire the best people and hold them accountable
• Manage sales performance by focusing on the underlying behaviors that drive performance
• Consistently produce accurate sales forecasts
• Provide personalized sales coaching that results in better skills and higher win rates
• Motivate and inspire your team to greatness
Most importantly, The High-Impact Sales Manager will leave you feeling confident and enthusiastic in your ability to lead and empower your team to achieve unparalleled success.
The initial portion of the monograph discusses the areas of military strategy and the development of operational art. This area was developed using contemporary monographs, research projects, and professional journal articles. Professional military journals such as Parameters and Military Review publish relevant articles covering these subjects on a recurring basis. The majority of the information covering Mao’s thoughts and writings were drawn from The Selected Works of Mao Tse-Tung published in Beijing, China by the Foreign Languages Press.
The section dealing with the essence of operational art was developed primarily from James Schneider’s theoretical paper; Vulcan’s Anvil: The American Civil War and the Emergence of Operational Art. In this paper Schneider identifies, defines, and argues that eight key attributes must exist for the fullest expression of operational art to be manifested. These eight attributes are; the distributed operation, the distributed campaign, a system of continuous logistics, instantaneous command and control, the operationally durable formation, operational vision, the distributed enemy, and distributed deployment. This monograph uses Schneider’s eight key attributes of operational art as a measure of effectiveness for evaluating the use of operational art during the Chinese Civil War.
This monograph concludes that while Mao Tse-Tung was one-step removed from the operational level of war, the commanders of the Red Army, guided by his theory of protracted war and his controlling strategy, successfully applied operational art to decisively defeat a larger, better equipped, and trained military force in a sequential series of battles and engagements.