Product DescriptionPraise 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, '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 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 book'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 'wow!' 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 'right stuff' 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.
Customer Reviews
Average Rating:
Rating: - Must read
I can think of 5 business books everyone should read, this is number 1
Rating: - good idea for sales people....
Urges companies to sell based on margin n ot price. Makes sales people understand why it is important to stay strong on price and how to do it.
Doesn't answer the question of how you compete when all your competition is price cutting!
Rating: - Great material - poor presentation
I rate the book a 5 on content and timeliness but a 1 on presentation.
All you need to do is look at most advertisements today to realize that price competition has become the major way to conduct business. I have recognized and for years advised clients that "If you compete on price you are competing to go broke." Price pressure is even more intense considering that finding the lowest price for most products is just a few clicks away. Merchants have all conditioned consumers to be ... Read More
Rating: - This book is the "missing link" you've been needing...
There are two types of people who want to absorb this book: salespeople and business owners or executives.
If as a salesperson, you've found yourself getting "beat up" by prospects and customers, this book teaches you in simple and easy to understand language how to not only put an end to getting beat up but how to also make the sale.
If as a salesperson, you find yourself spending inordinate amounts of time with customers who are difficult to work with, this book reveals ... Read More
Rating: - This book will pay for itself over and over!
This is an extremely well written book. Lots of Tips. Great insight into how buyers try to get you to reduce prices. I have purchased 5 copies of this book and given them to all of the people with direct influence on pricing, negotiation and financial decisions in the company. Once you understand and begin applying the principles, the margins just go up. The book will change your whole outlook such that you don't feel guilty turning down business that is only price based. This is probably ... Read More
- Must read
- good idea for sales people....
