- Hardcover: 272 pages
- Publisher: Wiley; 1 edition (28 October 2005)
- Language: English
- ISBN-10: 9780471744832
- ISBN-13: 978-0471744832
- ASIN: 0471744832
- Product Dimensions: 15.7 x 3.3 x 22.9 cm
- Boxed-product Weight: 717 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 102,532 in Books (See Top 100 in Books)
How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, Or Fee Hardcover – 28 Oct 2005
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From the Inside Flap
For decades, businesspeople have tried to solve the problem by cutting prices and making up the loss through higher volume. 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. 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.
Steinmetz and Brooks explain that the problem isn't your competition; it's the mistaken belief among businesspeople that customers only choose products or services based on price, rate, or fee. The truth is that people buy what they buy for lots of reasons, only one of which is price. If you're competing with someone willing to lose money to gain market share, the cure is to give customers a reason to buy what you sell other than price.
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.
From the Back Cover
"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 dolike 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.
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Most helpful customer reviews on Amazon.com
After reading this book, I raised prices and stopped cracking. The results were spectacular (admittedly, I work with a very unique product, so my product was particularly amenable to this approach). This book absolutely changed my business, and as a result it changed my life. Sounds melodramatic, but it is true. I highly recommend it. I think it is a clear way to think about business and sales, especially at a time when more and more business is based on unique intellectual property, where price is a secondary concern. I never talk about price anymore (beyond stating it as a fact), but I have a ton to talk about in terms of business value, and that is all I need.