Don is a passionate and powerful teacher. He is gifted at communicating the skills, tools and disciplines that are critical to success as a sales professional in a demanding, tough selling environment. Don is focused on each participant and is not self-focused or bent on talking about his background or ability. He is a precise coach that drives home the basics and fundamentals in such a way that the material becomes a part of the attendee’s daily regimens, practice and career! Salespeople will listen to Don’s training for days without losing interest or focus. Don’s personal insights during the dynamic training events produce acceptance and results that follow. We have thousands of testimonies to prove that. He understands distribution and manufacturing sales and has over two decades of experience working with hundreds of companies. Don’s methods include no complex and confusing theories—just solid sales fundamentals and hard work.
Paul Reilly, Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world―has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.