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

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9780471744832: How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee

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.

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From the Inside Flap:

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.

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.

About 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.

"Sobre este título" puede pertenecer a otra edición de este libro.

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1.

William T. Brooks, L.L. Steinmetz
Editorial: John Wiley and Sons Ltd, United States (2005)
ISBN 10: 0471744832 ISBN 13: 9780471744832
Nuevos Tapa dura Primera edición Cantidad: 10
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The Book Depository
(London, Reino Unido)
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Descripción John Wiley and Sons Ltd, United States, 2005. Hardback. Estado de conservación: New. 1. Auflage. Language: English . Brand New Book. 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, a business is a game of margins .not a game of volume!a ----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 booka 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 a wow!a 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 a right stuffa 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. Nº de ref. de la librería AAH9780471744832

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2.

William T. Brooks, L.L. Steinmetz
Editorial: John Wiley and Sons Ltd, United States (2005)
ISBN 10: 0471744832 ISBN 13: 9780471744832
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Descripción John Wiley and Sons Ltd, United States, 2005. Hardback. Estado de conservación: New. 1. Auflage. Language: English . Brand New Book. 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, a business is a game of margins .not a game of volume!a ----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 booka 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 a wow!a 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 a right stuffa 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. Nº de ref. de la librería AAH9780471744832

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Steinmetz, Lawrence L.
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Descripción 2005. HRD. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería KS-9780471744832

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Steinmetz, Lawrence L.
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Descripción John Wiley and#38; Sons, 2005. HRD. Estado de conservación: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Nº de ref. de la librería FW-9780471744832

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William T. Brooks, L.L. Steinmetz
Editorial: John Wiley and Sons Ltd, United States (2005)
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Descripción John Wiley and Sons Ltd, United States, 2005. Hardback. Estado de conservación: New. 1. Auflage. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. 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, a business is a game of margins .not a game of volume!a ----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 booka 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 a wow!a 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 a right stuffa 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. Nº de ref. de la librería BZV9780471744832

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Lawrence L. Steinmetz
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Descripción John Wiley & Sons. Hardcover. Estado de conservación: New. New copy - Usually dispatched within 2 working days. Nº de ref. de la librería B9780471744832

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Lawrence L. Steinmetz, William T. Brooks
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Descripción Wiley 2005-10-01, Hoboken, N.J., 2005. hardback. Estado de conservación: New. Nº de ref. de la librería 9780471744832

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Lawrence L. Steinmetz; William T. Brooks
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Lawrence L. Steinmetz, William T. Brooks
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Lawrence L. Steinmetz/ William T. Brooks
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Descripción John Wiley & Sons Inc, 2005. Hardcover. Estado de conservación: Brand New. 1st edition. 272 pages. 10.00x6.00x0.75 inches. In Stock. Nº de ref. de la librería z-0471744832

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