High-Profit Selling: Win the Sale Without Compromising on Price

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9780814420096: High-Profit Selling: Win the Sale Without Compromising on Price

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins--short-term strategies that are destructive to the long-term sustainability of their business.

High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those focused on "profitable sales." This eye-opening book shows readers how to:

Avoid negotiating - Actively listen to customers - Match the benefits of their product or service with the customer's needs and pains - Confidently communicate value - Successfully execute a price increase with existing customers - Ensure prospects are serious and not shopping for price

Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.

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From the Back Cover:

There’s a big difference between making sales...and making profitable sales. While it may be tempting to cut prices in order to fleetingly beat the competition, short-term strategies based on offering discounts can destroy the long-term sustainability of your business. In short, your sales goal shouldn’t be to sell more...but to sell more at a higher price.

High-Profit Selling offers you a whole new way of thinking about sales. The book gives you a comprehensive, step-by-step system for moving toward a profit-centered approach that will strengthen your relationships and increase your bottom line. You’ll learn how to:

Avoid negotiating · Actively listen to customers · Match the benefits of your product or service with your customers’ needs and pains · Confidently communicate value · Successfully execute a price increase with existing customers · Ensure prospects are serious and not shopping for price

Customers will always want a “deal” . . . and all too often, salespeople are willing to give it to them before digging deep enough to find out what the real issues are behind their buying decisions. High-Profit Selling shows you how to avoid making price the central talking point and focus more on how your product or service meets your customers’ needs and desired benefits.

All sales aren’t created equal. This book shows you how to close deals that truly make a profit.

Advance Praise for High-Profit Selling

“How do you handle today’s crazy-busy, price-sensitive customers? High-Profit Selling shows you numerous strategies you can use to avoid discounting and to reposition your offering as a worthwhile investment.” — Jill Konrath, author of SNAP Selling and Selling to Big Companies

“Do you want more profits and more satisfied customers? Look no further than Mark Hunter’s book, High-Profit Selling. After decades in the sales industry, he knows what it takes to maximize price — and now he’s ready to show you.” — Ron Karr, author of Lead, Sell, or Get Out of the Way

MARK HUNTER, known as “The Sales Hunter,” spent 18 years in the sales and marketing divisions of three Fortune 100 companies, and has conducted thousands of customized sales training programs nationally and internationally. His client list includes Coca-Cola, Samsung, Godiva, Abbott, Heineken, Mattel, Unilever, Dole, Novartis, and other industry leaders. His popular blog and website can be found at www.TheSalesHunter.com.

About the Author:

MARK HUNTER, known as “The Sales Hunter,” has conducted thousands of customized training sales programs nationally and internationally. His client list includes Coca-Cola, Dole, Fisher-Price, Godiva, Heineken, Mattel, Unilever, and other industry leaders.

His popular blog and website can be found at www.TheSalesHunter.com.

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