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

Overview

"The toughest challenge that salespeople and business leaders face today is the battle against lower-priced competitors. How you deal with that will probably determine whether your business thrives or dies." "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. They explain that business is a game of margins, not volume, and that competing on price might be a
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Overview

"The toughest challenge that salespeople and business leaders face today is the battle against lower-priced competitors. How you deal with that will probably determine whether your business thrives or dies." "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. They explain that business is a game of margins, not volume, and that competing on price might be a surefire way to increase your sales - but it will run your business into the ground." This one-of-a-kind sales guide shows you how to find the competitive advantage that lets you sell at higher prices. Plus, it presents proven strategies for selling based on value rather than price, how to price products or services correctly in the first place, how to withstand pressure to cut prices, and how to put it all together into a sales strategy that keeps you profitable.
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Product Details

  • ISBN-13: 9780471744832
  • Publisher: Wiley
  • Publication date: 10/21/2005
  • Edition number: 1
  • Pages: 272
  • Sales rank: 795,120
  • Product dimensions: 6.34 (w) x 9.20 (h) x 0.74 (d)

Table of Contents

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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Sort by: Showing all of 2 Customer Reviews
  • 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.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
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