"Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price" by Tom Reilly is a comprehensive guide that revolutionises traditional sales techniques by shifting the focus from price to value. Reilly argues that in today's competitive market, selling solely based on price is a losing proposition, and instead, sales professionals should concentrate on communicating and delivering unique value propositions to their customers. Through a combination of theory, practical examples, and actionable strategies, Reilly equips readers with the tools they need to become value-added sellers.
The Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese is a comprehensive guide that explores the power of asking effective questions in the sales process. Freese argues that questions are the most powerful tool for engaging prospects, uncovering their needs, and ultimately closing deals. Through practical strategies and real-life examples, Freese demonstrates how question-based selling can significantly enhance sales performance.