How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee

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How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee (eBook) Pub. Date: 12/23/2010 Publisher: Wiley, John & Sons, Incorporated
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How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee Pub. Date: 10/21/2005 Publisher: Wiley, John & Sons, Incorporated

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Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is 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 a significant market advantage. 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. Harris, CEO, JK Harris & Company, LLC

"If you live and die on price, this book could be your only lifeline."
—Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections

"How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. 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. Sales organizations should design their entire 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 sales professional who seeks to be successful."
—David R. Little, Chairman and CEO, DXP Enterprises, Inc.

Product Details

ISBN-13: 9780471744832
Publisher: Wiley, John & Sons, Incorporated
Publication date: 10/21/2005
Pages: 272
Sales rank: 337,937
Product dimensions: 6.34 (w) x 9.20 (h) x 0.74 (d)

Meet the Author

LAWRENCE L. 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.

WILLIAM T. BROOKS is a leading authority on sales and sales management. A Certified Management Consultant, he has delivered thousands of presentations, training sessions, and keynote addresses. He is also the author of The New Science of Selling and Persuasion, also from Wiley.

Ch. 1	Employers can fail or go broke - and yours can, too	1
Ch. 2	But competition keeps cutting my price	12
Ch. 3	Determining your competitive advantage	21
Ch. 4	Service as your competitive advantage	30
Ch. 5	Why you really shouldn't mess with price-buyers	35
Ch. 6	What buyers and customers really need - hint : it isn't low price	46
Ch. 7	Things buyers would like besides a low price	56
Ch. 8	Your competitors' delivery problems will get you profitable sales	63
Ch. 9	Yeah, but I'll make more money if I cut my price - and I don't care if my employer does go broke	73
Ch. 10	How to face a competitor's price cuts	83
Ch. 11	The two cardinal sins of selling	91
Ch. 12	Buyers make good liars ... if you let them	105
Ch. 13	How to "hang in there" under intense pressure to cut your price	121
Ch. 14	Indicators that you are underpricing	136
Ch. 15	Indicators that you are overpricing	157
Ch. 16	How prospects will attempt to get you to cut your price	167
Ch. 17	How to finalize a transaction when you're faced with price resistance	197
Ch. 18	General guidelines on how to price	211
Ch. 19	Final thoughts on selling at prices higher than your competitors	225
App	The premium price seller's ready reference guide	233

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Anonymous

Posted December 23, 2005

Hire only Salespeople who have read this book

We immediately started implementing the recommendations from the book in our organization. It's a real morale booster.
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Anonymous

Posted November 16, 2005

Must read material for everyone!

This book is fantastic. It gave me real insight into buying and selling. It's written in a direct way and the experience of the authors really comes through. It's not a theoretical textbook, it's hands on experience. Price is the 800lb. gorilla in the corner of a capitalist's party. This book shows how to walk up and introduce yourself with confidence.
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