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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value―Not Price Hardcover – July 23, 2018

by Tom Reilly (Author), Paul Reilly (Author)
4.4 4.4 out of 5 stars 75 ratings
See all formats and editions
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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.
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Previous page
  1. Part of series
    MARKETING/SALES/ADV & PROMO
  2. Print length
    368 pages
  3. Language
    English
  4. Publisher
    McGraw Hill
  5. Publication date
    July 23, 2018
  6. Dimensions
    6.9 x 1.2 x 9.3 inches
  7. ISBN-10
    1260134733
  8. ISBN-13
    978-1260134735
  9. See all details
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Editorial Reviews

From the Publisher

Tom Reilly is the founder and Chairman Emeritus of Tom Reilly Training, a privately owned company that specializes in training salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. He is a former board member of Sales & Marketing Executives of St. Louis, and former president and board member of the St. Louis Gateway chapter of the National Speakers Association. Reilly is the author of 12 business books and has written for several industry trade journals. He is the recipient of the Northeast Business Editors Silver Award.
Paul Reilly is the President of Tom Reilly Training. Before joining Tom Reilly Training, Paul experienced over a decade of sales success utilizing the principles of Value-Added Selling. Paul is a contributor to several publications and a faculty member at the University of Innovative Distribution (UID). Paul is a sought-after speaker on the topic of Value-Added Selling.

About the Author

Tom Reilly is the founder and Chairman Emeritus of Tom Reilly Training, a privately owned company that specializes in training salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. He is a former board member of Sales & Marketing Executives of St. Louis, and former president and board member of the St. Louis Gateway chapter of the National Speakers Association. Reilly is the author of 12 business books and has written for several industry trade journals. He is the recipient of the Northeast Business Editors Silver Award.
Paul Reilly is the President of Tom Reilly Training. Before joining Tom Reilly Training, Paul experienced over a decade of sales success utilizing the principles of Value-Added Selling. Paul is a contributor to several publications and a faculty member at the University of Innovative Distribution (UID). Paul is a sought-after speaker on the topic of Value-Added Selling.

Product details

  • Publisher ‏ : ‎ McGraw Hill; 4th edition (July 23, 2018)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 368 pages
  • ISBN-10 ‏ : ‎ 1260134733
  • ISBN-13 ‏ : ‎ 978-1260134735
  • Item Weight ‏ : ‎ 1.29 pounds
  • Dimensions ‏ : ‎ 6.9 x 1.2 x 9.3 inches
  • Customer Reviews:
    4.4 4.4 out of 5 stars 75 ratings

About the authors

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  1. Tom Reilly

    Tom Reilly

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    Full content visible, double tap to read brief content.

    Tom Reilly is the author of sixteen books and a globally recognized for his pioneering work in Value-Added Selling. Tom is literally the guy who wrote the book on Value-Added Selling. Additionally, Tom is an award-winning columnist for multiple business publications and a highly sought-after professional speaker.

    Since 1981, Tom has been sharing his content-rich messages of hope with global audiences and readers. After four years in the US Army, Tom earned his Bachelor's and Master's degrees in psychology. After a successful sales career in the chemical industry during which time he owned a Houston-based distribution company, Tom pursued a speaking and writing career.

    With the publication of Tom's forthcoming book, Hope in the Shadows of War, Tom is turning his writing and speaking interests toward advocacy for veterans and the trauma they experience in war. In this novel, Tom describes the paradoxes of war and how they affect the warrior's homecoming. Though not a memoir or autobiography, Tom says it is naïve to believe that his Vietnam War experiences did not influence his writing. Consistent with all of Tom's work, hope plays a dominant role in the homecoming of the protagonist in this story. Tom views himself as a hope merchant.

    Tom lives with his family in Chesterfield, MO., and when he is not writing or speaking, he enjoys time on his motorcycle or the golf course. His motto has always been, "Try to leave a little bigger woodpile than the one you found on your journey."

    You may visit him online at www.TomReillyBlog.com

    See more on the author's page
  2. Paul Reilly

    Paul Reilly

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    Full content visible, double tap to read brief content.

    Paul Reilly is a speaker, sales trainer, and co-author of Value-Added Selling. Reilly is also an avid podcaster. On his show, The Q and A Sales Podcast, Reilly answers the most pressing questions facing sales professionals. Paul spends most of his professional time speaking and training on the Value-Added Selling message. Paul works with world-class sales organizations to help them compete more profitably. Paul writes for several business publications. Prior to joining Tom Reilly Training, Paul spent over ten years in professional sales. Paul is a faculty member at the University of Innovative Distribution and has an MBA from Webster University-St. Louis.

    See more on the author's page
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Customer reviews

4.4 out of 5 stars
4.4 out of 5
75 global ratings

Top reviews from the United States

Corey Egan
5.0 out of 5 stars Value-Added Indeed!
Reviewed in the United States on October 9, 2018
Verified Purchase
Value-Added Selling does a pristine job of explaining a proven sales technique that builds a powerful message to your customers. In my competitive industry, I am constantly trying to communicate the value of my product to my clients compared to my competitors. I try to get them to feel as if I'm putting money in their pockets and increasing the profitability of their investments. Sometimes this message can miss its target, but Value-Added Selling, step-by-step, teaches an easy way to communicate this message with my clients. This is a must-read for my current and future employees!
3 people found this helpful
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Ryan Gagne
5.0 out of 5 stars A real sales book!
Reviewed in the United States on December 1, 2019
Verified Purchase
Great from front to back. I am an outside sales rep in the lumber industry and unlike a lot of sales books I have read, this felt much more relatble to me at this stage in my career 12 years in. I really appreciate the breakdown and exmples of actual b2b strugles that occur so often. Great overall sales book strategic & tactical looking forward to the training in St Louis in a couple weeks.
2 people found this helpful
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Thomas
5.0 out of 5 stars A book to keep at an arm's reach...
Reviewed in the United States on June 9, 2020
Verified Purchase
A book to keep at an arm's reach...

"Life is bigger than I am."
"My mission is to add value, not cost."
"I can achieve major victories with small wins."
"Price shoppers demonstrate predictable attitudes."

The 4th edition of Value-Added Selling is a guide on "How to Sell More Profitably, Confidently, and Professionally by Competing on Value - Not Price".
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mohiaddeen
5.0 out of 5 stars Great insights and art of story telling
Reviewed in the United States on January 31, 2022
Verified Purchase
I simply live this book for giving practical examples of sales for both - large and small customers. Helps in account planning
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MNBob
5.0 out of 5 stars Value-Added Selling
Reviewed in the United States on November 8, 2021
Verified Purchase
Paul Reilly is a great sales trainer and has written very good Selling books that can assist everyone in the business.
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Jeb Brooks
5.0 out of 5 stars This Book is Loaded with Value
Reviewed in the United States on October 9, 2018
Verified Purchase
You may think you understand the concept of Value-Added Selling, but this brand new edition of a classic book provides the kind of insight every seller needs in today's highly competitive environments. The strategies, tools, and ideas in the book will improve your skills in a measurable and meaningful way (as long as you apply them!). I can't recommend this book highly enough!
2 people found this helpful
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Mike
5.0 out of 5 stars Practical advice that is easy to implement into your daily sales routine
Reviewed in the United States on October 16, 2018
Verified Purchase
I sell market leading solutions that are more expensive than the rest of my competition. Tom and Paul's book brings actionable steps to help you increase your value to the buyer. That increase helps level the playing field in a hyper competitive marketplace where what I sell is more expensive. Highly recommend for any type of sales professional.
2 people found this helpful
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dwo899
5.0 out of 5 stars Great Philosophy to Generate New Sales
Reviewed in the United States on October 10, 2018
Verified Purchase
Value-Added Selling is a great mindset to take into each and every sales call I make. Like many companies, we do not have the luxury of having the lowest prices in our industry, which happens to be brokering larger sized insurance deals. But due to Value-Added Selling I have been able to generate significant new business and improve margins!
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