Steinmetz / Brooks How to Sell at Margins Higher Than Your Competitors

Winning Every Sale at Full Price, Rate, or Fee
1. Auflage 2010
ISBN: 978-1-118-04061-4
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 272 Seiten, E-Book

Praise for How to Sell at Margins Higher Than Your Competitor
"This is the complete book for both new and experienced salespeopleand business owners to learn and re-learn the essentials forsuccess. How to Sell at Margins Higher Than Your Competitorsemphasizes the pricing strategies and tactics to increase themarket share and profits of any organization. This is a book thatis as important to presidents as it is to salespeople."
--Bill Scales, CEO, Scales Industrial Technologies, Inc.
"As the largest service provider in our industry, we have asignificant market advantage. However, we constantly walk thepricing tightrope because, as this book so clearly states,'business is a game of margins . . . not a game of volume!'"
--John K. Harris, CEO, JK Harris & Company, LLC
"If you live and die on price, this book could be your onlylifeline."
--Tom Reilly, CSP, author of Value-Added Selling and Crush PriceObjections
"How to Sell at Margins Higher Than Your Competitors successfullyillustrates profitable sales truths to assist us in selling formaximum return. This book's well-researched, logical, and affirmingwords validate the simple fact that as a premium company we deservepremium margins. So, while our competitors reduce or match pricesout of fear and scarcity, our managers, thanks to this powerfulsales tool, can continue quoting and closing with profitableconfidence."
--Joe Bracket, President, Power Equipment Company
"I learned a long time ago that it is pretty difficult to controlwhat my competitors will do, but we must control what we do--likemaintaining margins. This book is a 'wow!' that will help mysalesmen crack bad habits. Sales organizations should design theirentire training programs around the content in this book."
--George C. Giessing, President, Brusco-Rich, Inc.
"This energizing book is the 'right stuff' for every sales force.It should be a required study for every executive and salesprofessional who seeks to be successful."
--David R. Little, Chairman and CEO, DXP Enterprises, Inc.

Autoren/Hrsg.

Steinmetz, Lawrence L.

Brooks, William T.

Inhaltsverzeichnis

Chapter 1: Employers Can Fail or Go Broke--And Yours Can, Too.
Chapter 2: But Competition Keeps Cutting My Price.
Chapter 3: Determining Your Competitive Advantage.
Chapter 4: Service as Your Competitive Advantage.
Chapter 5: Why You Really Shouldn't Mess withPrice-Buyers.
Chapter 6: What Buyers and Customers ReallyNeed--Hint: ItIsn't Low Price.
Chapter 7: Things Buyers Would Like Besides a Low Price.
Chapter 8: Your Competitors'Delivery Problems Will Get YouProfitable Sales.
Chapter 9: Yeah, But I'll Make More Money If I Cut MyPrice--And I Don't Care If My Employer Does GoBroke.
Chapter 10: How to Face a Competitor's Price Cuts.
Chapter 11: The Two Cardinal Sins of Selling.
Chapter 12: Buyers Make Good Liars . . . If You Let Them.
Chapter 13: How to "Hang in There" under IntensePressure to Cut Your Price.
Chapter 14: Indicators That You Are Underpricing.
Chapter 15: Indicators That You Are Overpricing.
Chapter 16: How Prospects Will Attempt to Get You to Cut YourPrice.
Chapter 17: How to Finalize a Transaction When You'reFaced with Price Resistance.
Chapter 18: General Guidelines on How to Price.
Chapter 19: Final Thoughts on Selling at Prices Higher Than YourCompetitors.
Appendix: The Premium Price Seller's Ready ReferenceGuide.
Notes.
About the Authors.
Index.

Über Autor(innen)

LAWRENCE L. STEINMETZ, PhD, is President of High YieldManagement, Inc., and the author of twelve books. An expert onhigh-priced selling, he has consulted with many Fortune 500companies and trained more than 200,000 salespeople in public andprivate seminars and keynote addresses.
WILLIAM T. BROOKS is a leading authority on sales andsales management. A Certified Management Consultant, he hasdelivered thousands of presentations, training sessions, andkeynote addresses. He is also the author of The New Science ofSelling and Persuasion, also from Wiley.