In a marketplace too often focused on price,Value-Added Sellingprovides 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 toshy;shy;now and forevershy;shy;deemphasize price in the selling equation.