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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 15

Relationship Building

Your eighth Value-Added Selling strategy answers this question: “How is my personal and professional relationship with the customer?”

Relationships are the cornerstone of Value-Added Selling. When buyers make a value-added buying decision, they commit to something bigger than a product; they commit to the relationship with the seller.

There were two striking findings in our BSP research. The first was the power of relationships. We asked top-achieving salespeople what percentage of their success they attributed to their relationship with customers. They admitted that an astounding 79 percent of their success came from customer relationships. In a recent follow-up study, purchasing agents admitted that 59 percent ...

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Publisher Resources

ISBN: 9781260134742