Value-added sales

Author: Lai Li
Publisher:
Publish Date: 2004-04-01
Features: This book demonstrates:
How to use the art of selling to reduce price focus, satisfy customer attention, and provide the value they expect.
How to think like a customer.
How to successfully leverage non-price factors to showcase your product or service to customers.
How to build your sales strategy around the overall product value, following a customer-centric approach.
Today, top salespeople can shift everyone's focus from price to the value the product provides, including both customers and themselves. Let Value-Added Selling show you how to join their ranks, proactively control the process, and enhance the expected and actual value of the overall product you offer to customers. By changing perspectives, you can help them realize that price is not the most important factor influencing consumption—rather, the value you create for them is.