Tim is president of Strategic Business Solutions. His focus is to help distributors and manufacturers develop the skills and tools to document their value, develop account penetration/retention strategies, and create unique selling propositions based on total cost. Some of his clients have been able to document total cost savings of 20% or more compared to the annual purchase/sales price involved.
Tim has authored two books entitled: Strategic Alliances, Managing the Supply Chain, and Team Up! Profit Up! Partners in Channel Cost Reductions, developed an account penetration/retention software program for capturing, selling and reporting total cost savings: SalesStrat.
Paul Reilly, Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world―has changed dramatically. 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.