How to Sell at Margins Higher Than Your Competitors

Winning Every Sale at Full Price, Rate, or Free

Lawrence L. Steinmetz, William T. Brooks

258 pages, parution le 16/12/2005

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Résumé

A revision of the self-published phenomenon that sold 50,000 copies

Every business in every industry faces the specter of lower-priced competition. In order to maintain healthy margins, most companies can't drop their prices endlessly. Instead, they have to find a way to sell their product despite its price. This book offers practical advice and smart tactics for outselling a lower-priced competitor. Readers will learn why price isn't the final determinant of whether a customer buys a product; how to build a great customer service program; how to defeat the arguments of customers who buy on price; and how to price products appropriately. In addition, this handy resource also includes real-world examples and situations that will help salespeople sell anything, no matter what the price.

L'auteur - Lawrence L. Steinmetz

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.

L'auteur - William T. Brooks

William T. Brooks is CEO of The Brooks Group, a consulting firm that provides custom sales solutions to businesses. An internationally renowned expert on sales and sales management, he has more than a dozen books to his credit.

Sommaire

Preface
Foreword
Employers Can Fail Or Go Broke - And Yours Can Too
But Competition Keeps Cutting My Price
Determining Your Competitive Advantage
Service As Your Competitive Advantage
Why You Really Shouldn't Mess With Price-Buyers
What Buyers and Customers Really Need. Hint - It Isn't Low Price
Things Buyers Would Like Besides A Low Price
Your Competitors' Delivery Problems Will Get You Profitable Sales
Yeah, But I'll Make More Money If I Cut My Price - And I Don't Care If My Employer Does Go Broke
How To Face A Competitor's Price Cuts
The Two Cardinal Sins of Selling
Buyers Can Make Good Liars... If You Let Them
How To "Hang In There" Under Intense Pressure To Cut Your Price
Indicators That You Are Underpricing
Indicators That You Are Overpricing
How Prospects Will Attempt To Get You To Cut Your Price
How To Finalize A Transaction When You're Faced With Price Resistance
General Guidelines On How To Price
Final Thoughts On Selling At Prices Higher Than Your Competitors
Appendix
Author Bios
Endnotes

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Lawrence L. Steinmetz, William T. Brooks
Parution	16/12/2005
Nb. de pages	258
Format	15,5 x 23,5
Couverture	Relié
Poids	459g
Intérieur	Noir et Blanc
EAN13	9780471744832
ISBN13	978-0-471-74483-2