CHAPTER 2
Value-Added Selling
Value-Added Selling is a dynamic philosophy. It is evolving strategically and tactically as you read these pages, but the philosophy itself is stable. This chapter introduces you to the Value-Added Selling philosophy and its rock-deep-roots principles.
At the end of this chapter, you will be able to:
• Define the purpose of a business
• Discuss the meaning of value
• Define Value-Added Selling
• Discuss your value add-itude
• Describe the characteristics of value-added salespeople
• Recite what buyers really want from sellers
• Explain the real impact of discounting on your company
• Know important price facts
• List the reasons why salespeople fail to sell value-added solutions
WHAT IS THE PURPOSE ...
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