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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 17

Value Reinforcement

Your tenth Value-Added Selling strategy answers this question: “Are we getting credit for all of our value added?”

When we ask this question in seminars, fewer than 5 percent of the attendees claim they get the credit they deserve. Let’s be clear at this point: no one gets the credit they deserve; they only get the credit they ask for. We didn’t invent that concept. It’s a simple reality in all walks of life. Many people are uncomfortable with this notion, and we get it. Bragging sounds gauche. In your job, do you get credit from your management for all the wonderful and selfless things you do? Probably not. It is no different for your company and customers.

Most companies deliver superior value but rarely get ...

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Publisher Resources

ISBN: 9781260134742