In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need tonow and foreverdeemphasize price in the selling equation.

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

Business & Money

Reilly,Tom

Management & Leadership

McGraw=Hill

Hold the line on price in every transaction― from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-Added Selling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. It provides tips and tactics for:
<ul>
<li>Developing a price-objection counterattack before you meet with buyers </li>
<li>Using questions and compelling presentations to move the conversation away from the subject of price </li>
<li>Destroying price objections if they surface </li>
<li>Understanding why and when to raise your prices </li>
<li>Creating winning bids―on paper and online</li>
</ul>
Crush Price Objections offers you the tactical support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stop haggling―and start closing!

Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit

Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend. Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers. Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective― and defining “value” accordingly. Reilly then helps you:
<ul>
<li>Build a master plan that clearly directs your selling efforts </li>
<li>Create sales tools that help you communicate your value </li>
<li>Develop and execute effective value-added sales calls </li>
<li>Connect with and sell to decision makers at the highest levels </li>
<li>Increase customer retention by continuously creating new value</li>
</ul>
There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.

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

Marketing & Sales

The Big Picture: Filmmaking Lessons from a Life on the Set

Film production veteran Tom Reilly has worked on the sets of critically praised films and commercial blockbusters for more than three decades?including seventeen years alongside director Woody Allen. In The Big Picture, he explores the art and the craft of filmmaking from the vantage point of someone actually running the movie set. Using examples unlike any of those in other books on film, Reilly exposes not only the power and the personalities, but the secrets of the pros. He shares the insights he gleaned while working with more than sixty Oscar-winning professionals?from Al Pacino, Robert De Niro, and Vanessa Redgrave to Sydney Pollack, Sven Nykvist, and Barbra Streisand. 
 In these fifty entertaining, illuminating short essays, Reilly invites you to join him on the film set. What is it like to shoot a love scene? How do you do a full body burn? What is it like to film in the Everglades or in a morgue? What is blocking or matching, and how long should a script be? How do you decide when to build a set? Why is the color palette so critical? Is night shooting worth the suffering?
 The Big Picture delivers the surprising answers to these and other fascinating questions about what it takes to make a feature film, offering a glimpse into what it’s like when the lights are bright, the camera is rolling, and the moviemakers are calling the shots.

Humor & Entertainment

Movies

Thomas Dunne Books

Handbook of Soccer Match Analysis: A Systematic Approach to Improving Performance

Appealing to a wide audience, this ground-breaking handbook takes an in-depth look at soccer match analysis, highlighting the latest in match analysis research and the innovative technologies now being used by professional soccer clubs around the world.   Bridging the gap between research, theory and practice, these methods can be used by coaches, sport scientists and fitness coaches to assess and improve:  styles of play, technical ability and physical fitness objective performance feedback to players the development of specific training routines use of available notation software, video analysis and manual systems understanding of current academic research in soccer notational analysis.  This is the first book to focus exclusively on football, and is based on the authors' extensive experience in academic and professional match analysis.

Williams, Mark

Carling, Christopher

Puzzles & Games

Routledge

Appealing to a wide audience, this ground-breaking handbook takes an in-depth look at soccer match analysis, highlighting the latest in match analysis research and the innovative technologies now being used by professional soccer clubs around the world. Bridging the gap between research, theory and practice, these methods can be used by coaches, sport scientists and fitness coaches to assess and improve: <ul>
<li>styles of play, technical ability and physical fitness</li> <li>objective performance feedback to players</li> <li>the development of specific training routines</li> <li>use of available notation software, video analysis and manual systems</li> <li>understanding of current academic research in soccer notational analysis.</li>
</ul> This is the first book to focus exclusively on football, and is based on the authors' extensive experience in academic and professional match analysis.

Performance assessment for field sports

What are the most effective tools, techniques and technologies available to coaches and sport scientists in the assessment of player and team performance?   This is the first book dedicated to the assessment of performance in field sports such as soccer, rugby, hockey and lacrosse. It provides detailed and clear information about the laboratory and field-based methods that can be used to evaluate improvements in individual and team performance, from basic physiological assessment to the use of video and information technologies.  Standing at the interface between sport sciences and sport coaching, the book examines a wide range of performance criteria, including:   physiology strength, conditioning and fitness decision-making coordination and motor skills sport specific skills team play.   Integrating cutting-edge theory, research and technology with best practice in applied sport science, this book is important reading for all students of sport sciences, kinesiology, human movement science, sports performance, or sports coaching.     Christopher Carling is Head of Sports Science at Lille Football Club.   Thomas Reilly is Director of the Research Institute for Sport and Exercise Sciences at Liverpool John Moores University. He is President of the World Commission of Science and Sports.   A. Mark Williams is Professor of Motor Behaviour at the Research Institute for Sport and Exercise Sciences, Liverpool John Moores University.

Performance Assessment for Field Sports

Sports & Outdoors

Williams, A. Mark

Soccer

American war reporting came of age with the Mexican War, just as our nation's newspapers were gaining new prominence through the headline-hawking "penny press." Indeed, the Mexican War was the first to be comprehensively reported in the daily press, with at least thirteen full-time correspondents covering the military campaigns conducted south of the border. Tom Reilly highlights the synergistic relationship between battlefield reporters and the rise of modern commercial journalism, providing riveting eyewitness accounts of the war and new insights into the press's profound impact on national politics and perceptions. With editorial assistance from Manley Witten, Reilly reconstructs the efforts, methods, lifestyles, achievements, and failures of America's first war correspondents, the brutal campaigns they covered, and the journalistic system in which they functioned. Giving ample and vivid voice to the reporters themselves—including George Wilkins Kendall of the New Orleans Picayune, James L. Freaner of the New Orleans Delta, William C. Tobey of the Philadelphia North American, John Warland of the Boston Atlas, and Jane McManus Storms of the New York Sun—Reilly reveals how they braved the dangers of combat, witnessed the horrors and heroics of war, cultivated sources, and ultimately wrote it all down for distribution back home. At the same time, as Reilly makes clear, they sometimes juggled facts as they saw fit, representing viewpoints of every political and social stripe and often glorifying events with nationalistic fervor. Reilly tracks the transmission of wartime reports by boat, horseback, and telegraph from the battlefields and army camps to readers in American cities—where big news often meant an "extra edition" to be hawked by the growing armies of newsboys. And, more generally, he provides an excellent overview of the condition of American journalism in the mid-to-late 1840s—particularly newspapers in New Orleans, which were crucial to the overall coverage of the war. While there have been a great many books written on the Mexican War, this is the first to tell its history through the eyes of the reporters who covered it on the ground—at no little risk to their own lives—and to show how that effort signaled the emergence of newspapers as an important force in American life.

War with Mexico!: America's Reporters Cover the Battlefront (Modern War Studies)

History

Americas

University Press of Kansas

Goes beyond the sale to explore what an organization must do to build and maintain a solid client base. Show More Show Less

Value-Added Customer Service: The Employee's Guide for Creating Satisfied Customers

Contemporary Books

Value-added selling has become the strategy for competing in the '90s. An essential element of an effective value-added sales force is the consistent follow-up training it must receive. This book addresses front-line sales managers who view training as the catalyst to change and management as the real agent of change.

Value-Added Sales Management

See the best price to sell, buy, or rent books by Reilly,Tom. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Reilly,Tom

See the best price to sell, buy, or rent books by Reilly,Tom. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

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

Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit

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

The Big Picture: Filmmaking Lessons from a Life on the Set

Handbook of Soccer Match Analysis: A Systematic Approach to Improving Performance

Handbook of Soccer Match Analysis: A Systematic Approach to Improving Performance

Performance Assessment for Field Sports

War with Mexico!: America's Reporters Cover the Battlefront (Modern War Studies)

Value-Added Customer Service: The Employee's Guide for Creating Satisfied Customers

Value-Added Sales Management