How to Sell at Margins Higher Than Your Competitors

How to Sell at Margins Higher Than Your Competitors

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Praise for How to Sell at Margins Higher Than Your Competitor qThis 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.q --Bill Scales, CEO, Scales Industrial Technologies, Inc. qAs 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!'q --John K. Harris, CEO, JK Harris a Company, LLC qIf you live and die on price, this book could be your only lifeline.q --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections qHow 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.q --Joe Bracket, President, Power Equipment Company qI 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.q --George C. Giessing, President, Brusco-Rich, Inc. qThis 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.q --David R. Little, Chairman and CEO, DXP Enterprises, Inc.On the other hand, if most of the complaints you get are for repair/ replacelexchange, your prices are definitely not too high ... particularly in a written quotation format, they will check with someone else to be sure that the quotation was accurate.

Title:How to Sell at Margins Higher Than Your Competitors
Author: Lawrence L. Steinmetz, William T. Brooks
Publisher:John Wiley & Sons - 2010-12-23

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