Value-Added Selling

by Thomas P. Reilly, Tom Reilly, Reilly Tom

Book Overview

The global, go-to guide that started the Value Selling Revolution―now updated for today's market"Value" is about more than just price. Good salespeople understand that and know what... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0071408819
• ISBN13: 9780071408813
• Release Date: November 2002
• Publisher: McGraw-Hill Companies
• Length: 256 Pages
• Weight: 0.45 lbs.
• Dimensions: 0.8" x 6.2" x 9.3"

Customer Reviews

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. This book sets the ground rules and provides a specific, how-to-do-it way to become a master at value-added selling. There have been scores of books published that attempt to accomplish what this book accomplishes in the sense that the others are strictly "Johnny-come-latelies." Anyone who does like or appreciate this book certainly does not understand sales and the contemporary role that value-added selling plays in today's sales world. One of the book's best ideas is how to present your price and stack your benefits relative to how your prospect wants to perceive value. That concept alone is worth the price of the book.

Just Closed Largest Order and Made $$$$

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.

Value-Added Selling at it's best !!!!

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.

Value-Added Selling

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!!

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. For anyone who sells, this is a must read. I highly reccomend this book.