Complete Story
10/12/2021
035. Value-Added Selling
Instructor: Paul Reilly
Level of Complexity: Intermediate
9:30 AM - 11:00 AM
Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services. With the commoditization of products and services, customers become increasingly price sensitive. Technology has created even more competition and pricing transparency. It’s no wonder that selling value remains one of the greatest challenges facing today’s sales professional. This tone-setting presentation introduces you to Value-Added Selling. You’ll learn several ideas that will help you implement this go-to-market strategy. In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? It’s possible through Value-Added Selling. Value-Added Selling continues to be a content-rich message of hope. You can compete aggressively and profitably based on your total value and not on price. The need for this message has never been greater. Here are the topics covered in this presentation: What is value? How buyer’s define value; The three dimensions of value; What buyers really care about; The Value-Added Selling philosophy; Innovating your value-added solution; Differentiating your value added; Selling your value added.
Bookstore
The Credit Overlord: A Decade of Credit Advice Unleashed, Volume 1
Thea Dudley
Embark on an insightful journey through the complex world of credit and collections with Credit Advice Unleashed Volume I, the first installment in an indispensable series. This collection brings together a decade’s worth of Thea Dudley’s highly regarded advice columns, showcasing her unmatched expertise and unfiltered insights. With over 35 years of experience in the building materials and construction industry, Thea Dudley has earned her title as the ‘Credit Overlord,’ offering sharp-witted guidance, practical solutions, and an unapologetically candid approach that professionals in the field have come to rely on.
In Credit Advice Unleashed Volume I, readers will find real-world answers to the most pressing credit and collections questions, addressing the challenges and nuances faced by businesses in maintaining financial health and cash flow. Thea’s columns, infused with humor and hard-earned wisdom, provide both seasoned credit professionals and newcomers with the tools they need to navigate this critical aspect of business with confidence.
Whether you’re tackling overdue accounts, negotiating with clients, or streamlining internal processes, this book is your guide to mastering the intricacies of credit management. Experience Thea Dudley’s unparalleled voice and let her years of experience elevate your credit and collections game.
