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039. Stop Apologizing & Get What You Need, Want & Deserve (afternoon)

Instructor: Todd Cohen, CSP

Level of Complexity: Foundational
1:30 PM - 4:30 PM


We all need to sell to get what we need, want and deserve. Too many things stop us from selling—especially our inner “Sales Apologists” that tell us we should feel bad when we sell! In this workshop, Todd Cohen discusses how to defeat our Sales Apologists and delivers a lively and utterly practical guide that helps everyone sell themselves better.

- The three qualities people need to sell well: passion, integrity and confidence.
- How powerful personal value propositions help us get what we want.
- The selling skills we all have—and don’t realize.
- How to turn a firm “no” into an enthusiastic “yes.”
- The hidden sales opportunities in every conversation.
And much much more!

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Value-Added Selling (4th Edition)

Paul Reilly & Tom Reilly

Value Added Book

“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit for more information on this important message.


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