9780471784326

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

Lawrence L. Steinmetz; William T. Brooks

ISBN 10: 047178432X / 0-471-78432-X
ISBN 13: 9780471784326
Publisher: John Wiley & Sons
Publication Date: 2005

Editorial Reviews:
Synopsis:

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.

Lawrence L. Steinmetz, PhD (Boulder, CO), is President of High Yield Management, Inc. and the author of twelve previous books. He is the nation's foremost authority on selling products and services at prices higher than one's competitors. William T. Brooks (Greensboro, NC) is regarded as one of the world's foremost authorities on sales and sales management. His clients have included Microsoft, IBM, Bank of America, Office Depot, BMW, General Motors, and Hewlett-Packard. He is the author of 14 prior books.