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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Book Description Power2BE Media, Ventura, CA, 2008. Trade Paperback. Book Condition: New. Clean and tight - unused copy - BRAND NEW!!. Bookseller Inventory # 021896
Book Description Power 2 Be Media, 2008. Paperback. Book Condition: New. book. Bookseller Inventory # M0974656216
Book Description Power 2 Be Media, 2008. Paperback. Book Condition: New. Never used!. Bookseller Inventory # P110974656216