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Mastering Value-Added Selling: A Comprehensive Guide (Part 2)

  1. Introduction
  2. Understanding Value-Added Selling
    a. The Foundation of Value-Added Selling
    b. Aligning with Customer-Centric Philosophy
    c. Integrating Value into Every Interaction
    d. Insights from Peter Drucker
  3. The Failure of Generic Sales Approaches
    a. Zig Ziglar’s Wisdom
    b. Addressing Customer Needs: Insights from Jeffrey Gitomer
    c. Overcoming Price-Only Focus
    d. Customer-Centric Selling
  4. The Essence of Value-Added Selling
    a. Defining Value in Business
    b. The Tailoring Dilemma: Lessons from Tom Hopkins
    c. Crafting Tailored Solutions
  5. Why Value-Added Selling Wins Deals
    a. Building Relationships
    b. Differentiation Strategies
    c. Customer Loyalty
    d. Realizing Long-Term Success
  6. Real-Life Scenarios
    a. Elevating Satisfaction: Dale Carnegie’s Example
    b. Triumph over Price-Only: Lessons from Brian Buffini
  7. How to Implement Value-Added Selling
    a. Identifying Pain Points
    b. Offering Tailored Solutions
    c. Communicating Value: Insights from Jill Konrath
  8. The Do’s and Don’ts of Value-Added Selling
    a. Understanding Business: Wisdom from Jim Rohn
    b. Continuous Education: A Perspective from Warren Buffett
    c. Overpromise and Underdeliver: Lessons from Grant Cardone
    d. Nurturing Relationships: A Tony Hsieh Reminder
  9. Conclusion


  1. Drucker, P. F. (1973). Management: Tasks, Responsibilities, Practices. Harper & Row.
  2. Ziglar, Z. (2000). Zig Ziglar’s Secrets of Closing the Sale. Berkley.
  3. Gitomer, J. (1998). The Sales Bible: The Ultimate Sales Resource. Wiley.
  4. Hopkins, T. (2009). How to Master the Art of Selling. Grand Central Publishing.
  5. Carnegie, D. (1936). How to Win Friends and Influence People. Simon & Schuster.
  6. Buffini, B. (2004). 100 Days to Greatness. Emery-Allen Publishing.
  7. Konrath, J. (2012). SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. Portfolio.
  8. Rohn, J. (1991). The Five Major Pieces to the Life Puzzle. HCI.
  9. Buffett, W. (1997). Buffett: The Making of an American Capitalist. Random House.
  10. Cardone, G. (2010). The 10X Rule: The Only Difference Between Success and Failure. Wiley.
  11. Hsieh, T. (2010). Delivering Happiness: A Path to Profits, Passion, and Purpose. Business Plus.

Useful Links:

  1. Peter Drucker on Marketing
  2. Zig Ziglar’s Official Website
  3. Jeffrey Gitomer’s Blog
  4. Tom Hopkins’ Sales Training Website
  5. Dale Carnegie Training
  6. Brian Buffini’s Success Tour
  7. Jill Konrath’s Blog
  8. Jim Rohn Official Site
  9. Warren Buffett’s Letters to Shareholders
  10. Grant Cardone’s Official Website
  11. Tony Hsieh’s Delivering Happiness

Best of luck

Daniel Imad

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