How many of these questions can you answer in-depth?

July 21st, 2010

By Tom Reilly, author of “Value-Added Selling”

1. Why do smart buyers make dumb, price-only buying decisions?
2. How can I identify viable sales opportunities and pursue them aggressively and successfully?
3. What does it mean to go high, wide, and deep in an account?
4. What can I do to better understand the customer’s needs and help the customer appreciate the depth and breadth of their needs?
5. What do buyers really want from their suppliers (other than a cheap price)?
6. Under what conditions does price become the sole buying criteria and can I change this?
7. How do successful salespeople change the conversation with buyers from price to value?
8. How can I design and deliver a more compelling sales presentation?
9. What are the three things every salesperson must do to prepare for sales calls?
10. Is there one thing that is so powerful that it even trumps buyer greed?
11. How can I help existing customers recognize and fully appreciate everything we do for them, so that we can get more credit for the value we deliver?
12. How can I negotiate better deals for my company?

These are some of the questions we answer in Value-Added Selling. If you can answer in-depth all of these questions, you may not need to attend or read Value-Added Selling. If you cannot answer fully all of these questions, you need to spend two days with Tom Reilly and hear or read it straight from the guy who wrote the book on Value-Added Selling (McGraw-Hill, 2010)

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