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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 3

Small-Wins Selling

Have you ever had a goal so big you weren’t sure how to get started? Salespeople experience this challenge whenever they pursue a large, complex opportunity that could take years to realize. These large, complex opportunities feel like a never-ending scavenger hunt, where each clue leads to another clue, and another, and another. Salespeople meet a new contact, which leads to another meeting, which leads to gaining another level of approval, which leads to product testing, etc. When salespeople pursue large, complex opportunities, they feel like they are always chasing down the next clue. All the while, salespeople experience multiple setbacks, stalling their progress.

Some salespeople manage large, complex opportunities ...

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Publisher Resources

ISBN: 9781260134742