The global, go-to guide that started the Value Selling Revolution—now updated for today’s market“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.

本書は単なる営業教本ではなく、プロとしての「矜持」を問い直す哲学書です。価格という数字の暴力に抗い、自らが提供する真の価値をいかに言語化し、相手に届けるか。トム・ライリーらが綴る言葉には、時代の荒波に揉まれながらも失ってはならない商いの本質が、血の通った筆致で克明に刻まれています。 情報が氾濫し比較が容易な現代において、論理を超えた「信頼」の構築を説く視座は、もはやビジネスの枠を超えた人間賛歌といえます。テクノロジーに溺れず、それらを武器に人間性を際立たせる戦略は、読み手の職業倫理を激しく揺さぶります。本書を閉じるとき、あなたは自身の仕事に新たな誇りを感じ、市場という戦場へ再び挑む勇気を得るはずです。