When You Can’t Compete on Price
Your competition sells good stuff; you sell good stuff. Their service is acceptable; your service is acceptable. Their prices are competitive; your prices are competitive. In other words, the buyer looks at your package and [...]
What Is Value-Added Selling?
WHAT IS VALUE-ADDED SELLING? Value-added selling is more than a book, a speaker, a seminar, or this year’s management theme. Since the publication of my first book in 1986, Value Added Selling Techniques, I’ve invested [...]
What is a fair price?
When it comes to price objections, your attitude and beliefs are greater obstacles than a low-ball price competitor. After training over one hundred thousand salespeople I’m convinced that how you perceive your selling price influences [...]
Value-Added Selling is a Team Sport
In value-added organizations, serving customers is a team sport. Some teams succeed while others fail. Successful teams offer value-added solutions that satisfy customer’s needs while contributing to their company’s bottom line. These companies offer team [...]
Tough Times Attitudes for Salespeople
By Tom Reilly Doing business in tough times requires a tough attitude. Half of the battle is in your head, and the other half is on the streets. Customers will object to price—that’s what [...]
The Value Added SALES Process
Many of the problems that salespeople encounter come from a short-term, transaction-oriented sales mentality. This transactional approach means that they go from deal to deal and from order to order. Customers feel like a means [...]