How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee
| Author | : | |
| Rating | : | 4.85 (599 Votes) |
| Asin | : | B0096C9U68 |
| Format Type | : | |
| Number of Pages | : | 180 Pages |
| Publish Date | : | 2013-01-02 |
| Language | : | English |
DESCRIPTION:
STEINMETZ, PhD, is President of High Yield Management, Inc., and the author of twelve books. An expert on high-priced selling, he has consulted with many Fortune 500 companies and trained more than 200,000 salespeople in public and private seminars and keynote addresses. A Certified Management Cons
"An essential book for your sales library." according to Reg Nordman. This is a small but detailed book and one I recommend to any sales manager charged with getting margins up. A bonus with the book is a complete addenda that lists all the ways professional buyers will mistreat (beat up ) a seller in order to get him to crack on price. if you have been there as a sales man you will recognize some of these immediately! Buyers lie in order to get you to lower price. If they could get it from someone else at a better price, why are they still talking to you (unless they can't get delivery, quality, service or they are not al. Changed my business I originally read this book about 8 years ago, at a time when I was very unsure of how to handle pricing conversations with customers. At the time, I was "cracking" (subtly indicating I wasn't confident in my price, a term I learned from this book). That, in turn, was causing customers who were not very price sensitive to feel obligated to negotiate hard on price. In addition, I didn't have a sense of how to communicate business value outside of price. Its hard to remember now, but at the time every time I sent off a quote I used to negotiate with myself. "Great book, makes you think before you DROP that price!!" according to Ross Sudbeck. This book was GREAT, my yellow highlighter really got a 'workout' with this one. When I started in a sales rep position, it was always so easy to just drop the price a 'bit' and take the easy way to get the sale, this book does a great job presenting the facts and figures that show you how much you need to increase your sales to overcome even a slight dip in margins, the math is really a eye opener, at least it was for me. It really makes you think twice before you drop that price. This book is a must for anyone in sales, especially if you are in a highl
"This energizing book is the 'right stuff' for every sales force. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins not a game of volume!'" --John K. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. How to Sell at Margi
It's one of those old business myths that just won't die—but it's really just a recipe for disaster! Even if the strategy works, another competitor will probably come along and do the same thing to you! It's a vicious cycle that never ends, unless you find a way to break out of it.In How to Sell at Margins Higher Than Your Competitors, sales gurus Lawrence Steinmetz, PhD, and William Brooks show you how to stop racing your competitors to bankruptcy court and start selling at prices that actually earn you a profit. The truth is that people buy what they buy for lots of reasons, only one of which is price. Plus, it presents proven strategies for selling based on value rather than price, h