The $50 Ice Cream Cone: Transcending Transactions by Heaping on Value

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9780974656212: The $50 Ice Cream Cone: Transcending Transactions by Heaping on Value

Sell more products and services at higher prices. Strike the perfect balance between consulting and selling. Use consultative selling to turn prospects into maniacal customers. Why does Starbucks have a cult-like following of customers who spend an average of $4.25 for a cup of coffee when Denny's offers coffee and a full-blown breakfast for just $3.99? How does Ritz Carlton command $450 a night for a hotel room, ten times the price of a room at the Hampton Inn just across the street? Hewlett-Packard, American Express, U.S. Bank. How do these companies get away with charging a premium price for what many buyers consider a commodity? How can a small company in upstate New York charge $10,000 for an office whiteboard? What do these organizations have in common that propels them into market leaders? Whether you are selling to consumers or business to business The $50 Ice Cream Cone shows you how any seller can increase sales revenues and profits selling any product or service in any market-even if the product or service is a commodity and the market is saturated with competitors that sell solely on price, price, price! This book offers practical steps you can take to: Add value to your product or service to transcend commodity status; determine if prospects are price, value or premium centric, and who will pay for added value; conduct an initial appointment that positions you as a consultative resource; implement a pure play consulting process; deliver a value-centric proposal that shifts the prospect's focus from price to value; measure your solution's effectiveness and build powerful case studies; establish long-term partnerships which shield your customers from competitive threats.

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Power, Steven
Published by Power2BE Media, Ventura, CA (2008)
ISBN 10: 0974656216 ISBN 13: 9780974656212
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Steven Power
Published by Power 2 Be Media (2008)
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