Author:

Tom Reilly

Full Title:

Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price

Synopsis:

This book is a definitive guide to competing on value instead of engaging in price wars. Reilly argues that customers do not buy products; they buy the utility, peace of mind, and results those products provide. The text outlines a systematic process for identifying a company’s unique value-adds, from post-sale support to technical expertise, and communicating them effectively during the sales cycle. It offers practical strategies for handling price objections, building long-term customer loyalty, and maintaining high profit margins by positioning the salesperson and organization as indispensable partners rather than vendors.