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

3.81 avg rating
( 47 ratings by Goodreads )
 
9780471744832: How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee
View all copies of this ISBN edition:
 
 

Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeopleand business owners to learn and re-learn the essentials forsuccess. How to Sell at Margins Higher Than Your Competitorsemphasizes the pricing strategies and tactics to increase themarket share and profits of any organization. This is a book thatis 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 asignificant market advantage. However, we constantly walk thepricing 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 onlylifeline."
--Tom Reilly, CSP, author of Value-Added Selling and Crush PriceObjections

"How to Sell at Margins Higher Than Your Competitors successfullyillustrates profitable sales truths to assist us in selling formaximum return. This book's well-researched, logical, and affirmingwords validate the simple fact that as a premium company we deservepremium margins. So, while our competitors reduce or match pricesout of fear and scarcity, our managers, thanks to this powerfulsales tool, can continue quoting and closing with profitableconfidence."
--Joe Bracket, President, Power Equipment Company

"I learned a long time ago that it is pretty difficult to controlwhat my competitors will do, but we must control what we do--likemaintaining margins. This book is a 'wow!' that will help mysalesmen crack bad habits. Sales organizations should design theirentire 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 salesprofessional who seeks to be successful."
--David R. Little, Chairman and CEO, DXP Enterprises, Inc.

"synopsis" may belong to another edition of this title.

From the Inside Flap:

The toughest challenge that salespeople and business leaders facetoday is the battle against lower-priced competitors. How you dealwith that will probably determine whether your business thrives ordies.

For decades, businesspeople have tried to solve the problem bycutting prices and making up the loss through higher volume. It'sone of those old business myths that just won't die—but it'sreally just a recipe for disaster! Even if the strategy works,another competitor will probably come along and do the same thingto you! It's a vicious cycle that never ends, unless you find a wayto break out of it.

In How to Sell at Margins Higher Than Your Competitors, salesgurus Lawrence Steinmetz, PhD, and William Brooks show you how tostop racing your competitors to bankruptcy court and start sellingat prices that actually earn you a profit. They explain thatbusiness is a game of margins, not volume, and that competing onprice might be a surefire way to increase your sales—but itwill run your business into the ground.

Steinmetz and Brooks explain that the problem isn't yourcompetition; it's the mistaken belief among businesspeople thatcustomers only choose products or services based on price, rate, orfee. The truth is that people buy what they buy for lots ofreasons, only one of which is price. If you're competing withsomeone willing to lose money to gain market share, the cure is togive customers a reason to buy what you sell other than price.

This one-of-a-kind sales guide shows you how to find thecompetitive advantage that lets you sell at higher prices. Plus, itpresents proven strategies for selling based on value rather thanprice, how to price products or services correctly in the firstplace, how to withstand pressure to cut prices, and how to put itall together into a sales strategy that keeps you profitable.

About the Author:

LAWRENCE L. STEINMETZ, PhD, is President of High YieldManagement, Inc., and the author of twelve books. An expert onhigh-priced selling, he has consulted with many Fortune 500companies and trained more than 200,000 salespeople in public andprivate seminars and keynote addresses.

WILLIAM T. BROOKS is a leading authority on sales andsales management. A Certified Management Consultant, he hasdelivered thousands of presentations, training sessions, andkeynote addresses. He is also the author of The New Science ofSelling and Persuasion, also from Wiley.

"About this title" may belong to another edition of this title.

Buy New View Book
List Price: US$ 29.95
US$ 21.24

Convert currency

Shipping: FREE
From United Kingdom to U.S.A.

Destination, rates & speeds

Add to Basket

Top Search Results from the AbeBooks Marketplace

1.

William T. Brooks, L.L. Steinmetz
Published by John Wiley and Sons Ltd, United States (2005)
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover First Edition Quantity Available: 10
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description John Wiley and Sons Ltd, United States, 2005. Hardback. Condition: 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. Seller Inventory # AAH9780471744832

More information about this seller | Contact this seller

Buy New
US$ 21.24
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

2.

William T. Brooks, L.L. Steinmetz
Published by John Wiley & Sons Inc, United States (2005)
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover First Edition Quantity Available: 10
Seller:
Book Depository International
(London, United Kingdom)
Rating
[?]

Book Description John Wiley & Sons Inc, United States, 2005. Hardback. Condition: 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. Seller Inventory # AAH9780471744832

More information about this seller | Contact this seller

Buy New
US$ 21.50
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

3.

Steinmetz, Lawrence L.
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Quantity Available: 1
Seller:
Paperbackshop-US
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 2005. HRD. Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Seller Inventory # KS-9780471744832

More information about this seller | Contact this seller

Buy New
US$ 17.51
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

4.

Lawrence L. Steinmetz; William T. Brooks
Published by John Wiley and Sons
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Quantity Available: > 20
Seller:
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description John Wiley and Sons. Condition: New. Brand New. Seller Inventory # 0471744832

More information about this seller | Contact this seller

Buy New
US$ 18.55
Convert currency

Add to Basket

Shipping: US$ 3.60
Within U.S.A.
Destination, rates & speeds

5.

Lawrence L. Steinmetz; William T. Brooks
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Quantity Available: 2
Seller:
Speedy Hen LLC
(Sunrise, FL, U.S.A.)
Rating
[?]

Book Description Condition: New. Bookseller Inventory # ST0471744832. Seller Inventory # ST0471744832

More information about this seller | Contact this seller

Buy New
US$ 24.79
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

6.

Steinmetz, Lawrence L.; Brooks, William T.
Published by Wiley
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover Quantity Available: 1
Seller:
BookShop4U
(PHILADELPHIA, PA, U.S.A.)
Rating
[?]

Book Description Wiley. Hardcover. Condition: New. 0471744832. Seller Inventory # Z0471744832ZN

More information about this seller | Contact this seller

Buy New
US$ 27.08
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

7.

Steinmetz, Lawrence L.; Brooks, William T.
Published by Wiley
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover Quantity Available: 1
Seller:
Vital Products COM LLC
(Southampton, PA, U.S.A.)
Rating
[?]

Book Description Wiley. Hardcover. Condition: New. 0471744832. Seller Inventory # Z0471744832ZN

More information about this seller | Contact this seller

Buy New
US$ 27.08
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

8.

Steinmetz, Lawrence L.; Brooks, William T.
Published by Wiley
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover Quantity Available: 1
Seller:
Bookhouse COM LLC
(Philadelphia, PA, U.S.A.)
Rating
[?]

Book Description Wiley. Hardcover. Condition: New. 0471744832. Seller Inventory # Z0471744832ZN

More information about this seller | Contact this seller

Buy New
US$ 27.08
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

9.

Steinmetz, Lawrence L.; Brooks, William T.
Published by Wiley
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover Quantity Available: 1
Seller:
Best Bates
(Bensalem, PA, U.S.A.)
Rating
[?]

Book Description Wiley. Hardcover. Condition: New. 0471744832. Seller Inventory # Z0471744832ZN

More information about this seller | Contact this seller

Buy New
US$ 27.08
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

10.

Steinmetz, Lawrence L.; Brooks, William T.
Published by Wiley
ISBN 10: 0471744832 ISBN 13: 9780471744832
New Hardcover Quantity Available: 1
Seller:
Mega Buzz
(Bensalem, PA, U.S.A.)
Rating
[?]

Book Description Wiley. Hardcover. Condition: New. 0471744832. Seller Inventory # Z0471744832ZN

More information about this seller | Contact this seller

Buy New
US$ 27.08
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book