Value-Added Selling: Philosophy and Strategy (Session 1)

Recorded On: 06/13/2022

Part 1 of the webinar series on Value-Added selling will provide attendees with a strategic overview of the customer-oriented sales philosophy, which states "Add value, not cost; sell value, not price." Value-added salespeople are more focused on making a difference than simply making a deal. They understand that a cheap price is not the only way to compete - instead, they compete with their total value-added solution.

Topics covered in this session include:

  • Introduction to Value-Added Selling
  • The value-added philosophy
  • How to define value
  • Identifying your value added
  • The profit impact of value added
  • The three dimensions of value
  • Introduction to the Critical Buying Path®
  • The Value-Added Selling Process®
  • How to sell the value-added solution

At the end  of the webinar, participants will be able to:

Define Value-Added Selling;

  • Identify their value-added services
  • Describe why buyers object on price
  • Detail three ways to sell the value-added solution
  • Define the Value-Added Selling Process®
  • Understand the customer’s Critical Buying Path®

Upon completion of this course, you will earn 1 credit for the FEDA Sales Strategies Certification.

Paul Reilly

Speaker, Author, Sales Trainer

Tom Reilley Training

Paul Reilly is a speaker and author of books such as Selling Through Tough Times. Reilly has more than 15 years of B2B selling experience and his success qualified him for the Hilti Master’s Club in 2010 and led to his induction into Hilti’s Three-million-dollar Sales Club a year later. Throughout his career, Reilly has embraced a value-added message – the idea that companies are their most competitive and profitable when they sell value rather than lower prices.

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Value-Added Selling: Philosophy and Strategy (Session 1) Recording
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Value-Added Selling: Philosophy and Strategy (Session 1) Quiz
5 Questions  |  Unlimited attempts  |  3/5 points to pass
5 Questions  |  Unlimited attempts  |  3/5 points to pass Quiz for 1 credit toward the Sales Strategies Certification.
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Sales Strategies Certification Credit
1.00 Sales Strategies credit  |  No certificate available
1.00 Sales Strategies credit  |  No certificate available Upon completion of this course, you will earn 1 credit for the FEDA Sales Strategies Certification.
You must register to access.