Complete Story
10/15/2020
037. Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!
Instructor: Paul Reilly
Wednesday, March 17, 2021, 8:00 – 9:30 a.m.
Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services. With the commoditization of products and services, customers become increasingly price sensitive. This tone-setting presentation introduces you to Value-Added Selling. You’ll learn several ideas that will help you implement this go-to-market strategy. In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? You can compete aggressively and profitably based on your total value and not on price.
Paul Reilly
Paul is the owner and president of Tom Reilly Training. He began his sales career at the age of 16 in St. Louis, MO. He has sold car washes, painting services, jewelry, propane, construction tools and fasteners, and medical equipment. Paul has over fifteen years of business-to-business sales experience. For six of those years, he sold tools and fasteners for the Hilti organization. Paul joined the Hilti Master’s club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. Paul Reilly is a salesperson at heart.
Reilly is co-author of Value-Added Selling fourth edition (McGraw-Hill, 2018) and is a contributor to a variety of publications. He is also a faculty member of the University of Innovative Distribution—UID. Paul has been a top-performer in his sales career because he embraces the Value-Added Selling message.
Paul attended the University of Missouri – Columbia, where he earned his undergraduate degree in Business Marketing. He went on to earn his MBA from Webster University. Paul’s training methods draw from his diverse sales background. He can relate to your salespeople because he has faced the same challenges and opportunities they face on a daily basis.
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
