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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

by Tom Reilly, Paul Reilly
July 2018
Intermediate to advanced content levelIntermediate to advanced
336 pages
8h 58m
English
McGraw-Hill
Content preview from Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

CHAPTER 11

Positioning

Your fourth Value-Added Selling strategy answers this question: “Am I projecting the image of a value-added supplier?”

Chapter 10 completed the first group of Value-Added Selling strategies—focusing. Chapter 11 begins persuasion, the second major group of strategies that value-added salespeople use. Persuasion positions your solution as the value-added solution, differentiates you from the competition, and presents a compelling argument for the buyer to choose your solution.

Persuasion often gets a bad rap. People hear the word and think of manipulation and mind control. Here’s a reality check: persuasion has existed from the time Eve induced Adam to take a bite from the forbidden fruit. It’s around us in everyday conversations. ...

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Publisher Resources

ISBN: 9781260134742