021. Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!
Instructor: Paul Reilly
Level of Complexity: Intermediate
1:10 – 2:40 p.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.
Experienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization.