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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 9

Target Account Penetration

Your second Value-Added Selling strategy answers this question: “Am I talking to all the right people?”

While targeting value-added accounts is one part of focusing, target penetration is another part. Many salespeople enter the decision process late and limit their penetration to lower-level influencers. They fail to take advantage of a simple Value-Added Selling principle: few things are as powerful as the right idea, at the right time, in the right place, and for the right person.

This chapter is about timing and buying criteria, generating support for your ideas throughout the buyer’s organization, and making sure that you’re dealing with people who can say yes to your solution.

At the end of this chapter, ...

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Publisher Resources

ISBN: 9781260134742