Value-added Selling: How To Sell More Profitably, Confidently, And Professionally By Competing On Value, Not Price 3/e

An updated edition of the book that introduced one of today's most popular selling methods For more than 25 years, "Value-Added Selling" has been considered a sales classic. This new edition brings readers fully up to date on the subject to help them deal with customers who demand more from their suppliers than ever. "Value-Added Selling" explains how to define "value" in the client's terms, orient a pitch, and close the deal. Brand new material reveals the 10 steps customers take in their decision to buy, selling in tough times, and the author's latest Red Zone/Green Zone sales model.