{"product_id":"how-to-sell-at-margins-higher-than-your-competitors-isbn-9780471744832","title":"How to Sell at Margins Higher Than Your Competitors","description":"Praise for How to Sell at Margins Higher Than Your Competitor\u003cbr\u003e \u003cbr\u003e \"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.\"\u003cbr\u003e --Bill Scales, CEO, Scales Industrial Technologies, Inc.\u003cbr\u003e \u003cbr\u003e \"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!'\"\u003cbr\u003e --John K. Harris, CEO, JK Harris \u0026amp; Company, LLC\u003cbr\u003e \u003cbr\u003e \"If you live and die on price, this book could be your only lifeline.\"\u003cbr\u003e --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections\u003cbr\u003e \u003cbr\u003e \"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.\"\u003cbr\u003e --Joe Bracket, President, Power Equipment Company\u003cbr\u003e \u003cbr\u003e \"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.\"\u003cbr\u003e --George C. Giessing, President, Brusco-Rich, Inc.\u003cbr\u003e \u003cbr\u003e \"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.\"\u003cbr\u003e --David R. Little, Chairman and CEO, DXP Enterprises, Inc.Unternehmen in allen Branchen haben mit Billig-Konkurrenten zu kämpfen. Um jedoch eine wirtschaftlich verträgliche Gewinnspanne zu erhalten, können Unternehmen ihre Preise nicht endlos senken, sondern müssen einen Weg finden, ihr Produkt trotz des höheren Preises zu verkaufen. Dieses Buch ist ein praktischer Ratgeber, der Ihnen mit vielen cleveren Verkaufstaktiken zeigt, wie Sie Ihre Billig-Konkurrenten umsatzmäßig schlagen können. Er erklärt u.a., warum der Preis nicht das allein entscheidende Kriterium für einen Kunden ist, ein bestimmtes Produkt zu kaufen; wie man ein gutes Customer Service Programm aufbaut; wie man die Argumente von Kunden entkräftet, die sich für Billig-Produkte entscheiden und wie man einen angemessenen Preis für das jeweilige Produkt festsetzt. Mit einer Vielzahl von Beispielen und Situationen aus der Praxis, die Verkäufern anschaulich zeigen, wie sie jedes Produkt - unabhängig vom Preis - erfolgreich verkaufen können. Chapter 1\u003cbr\u003e Employers Can Fail or Go Broke—And Yours Can, Too 1 \u003cp\u003eChapter 2\u003cbr\u003e But Competition Keeps Cutting My Price 12\u003c\/p\u003e \u003cp\u003eChapter 3\u003cbr\u003e Determining Your Competitive Advantage 21\u003c\/p\u003e \u003cp\u003eChapter 4\u003cbr\u003e Service as Your Competitive Advantage 30\u003c\/p\u003e \u003cp\u003eChapter 5\u003cbr\u003e Why You Really Shouldn’t Mess with Price-Buyers 35\u003c\/p\u003e \u003cp\u003eChapter 6\u003cbr\u003e What Buyers and Customers Really Need—Hint: It Isn’t Low Price 46\u003c\/p\u003e \u003cp\u003eChapter 7\u003cbr\u003e Things Buyers Would Like Besides a Low Price 56\u003c\/p\u003e \u003cp\u003eChapter 8\u003cbr\u003e Your Competitors’ Delivery Problems Will Get You Profitable Sales 63\u003c\/p\u003e \u003cp\u003eChapter 9\u003cbr\u003e Yeah, But I’ll Make More Money If I Cut My Price— And I Don’t Care If My Employer Does Go Broke 73\u003c\/p\u003e \u003cp\u003eChapter 10\u003cbr\u003e How to Face a Competitor’s Price Cuts 83\u003c\/p\u003e \u003cp\u003eChapter 11\u003cbr\u003e The Two Cardinal Sins of Selling 91\u003c\/p\u003e \u003cp\u003eChapter 12\u003cbr\u003e Buyers Make Good Liars . . . If You Let Them 105\u003c\/p\u003e \u003cp\u003eChapter 13\u003cbr\u003e How to “Hang in There” under Intense Pressure to Cut Your Price 121\u003c\/p\u003e \u003cp\u003eChapter 14\u003cbr\u003e Indicators That You Are Underpricing 136\u003c\/p\u003e \u003cp\u003eChapter 15\u003cbr\u003e Indicators That You Are Overpricing 157\u003c\/p\u003e \u003cp\u003eChapter 16\u003cbr\u003e How Prospects Will Attempt to Get You to Cut Your Price 167\u003c\/p\u003e \u003cp\u003eChapter 17\u003cbr\u003e How to Finalize a Transaction When You’re Faced with Price Resistance 197\u003c\/p\u003e \u003cp\u003eChapter 18\u003cbr\u003e General Guidelines on How to Price 211\u003c\/p\u003e \u003cp\u003eChapter 19\u003cbr\u003e Final Thoughts on Selling at Prices Higher Than Your Competitors 225\u003c\/p\u003e \u003cp\u003eAppendix\u003c\/p\u003e \u003cp\u003eThe Premium Price Seller’s Ready Reference Guide 233\u003c\/p\u003e \u003cp\u003eNotes 241\u003c\/p\u003e \u003cp\u003eAbout the Authors 243\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLAWRENCE L. STEINMETZ, P\u003csmall\u003eH\u003c\/small\u003eD,\u003c\/b\u003e is President of High Yield Management, Inc., and the author of twelve books. An expert on high-priced selling, he has consulted with many Fortune 500 companies and trained more than 200,000 salespeople in public and private seminars and keynote addresses. \u003c\/p\u003e \u003cp\u003e\u003cb\u003eWILLIAM T. BROOKS\u003c\/b\u003e is a leading authority on sales and sales management. A Certified Management Consultant, he has delivered thousands of presentations, training sessions, and keynote addresses. He is also the author of \u003ci\u003eThe New Science of Selling and Persuasion,\u003c\/i\u003e also from Wiley.  \u003c\/p\u003e\u003cp\u003eThe toughest challenge that salespeople and business leaders face today is the battle against lower-priced competitors. How you deal with that will probably determine whether your business thrives or dies.\u003c\/p\u003e \u003cp\u003eFor decades, businesspeople have tried to solve the problem by cutting prices and making up the loss through higher volume. It’s one of those old business myths that just won’t die—but it’s really just a recipe for disaster! Even if the strategy works, another competitor will probably come along and do the same thing to you! It’s a vicious cycle that never ends, unless you find a way to break out of it. \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eHow to Sell at Margins Higher Than Your Competitors,\u003c\/i\u003e sales gurus Lawrence Steinmetz, PhD, and William Brooks show you how to stop racing your competitors to bankruptcy court and start selling at prices that actually earn you a profit. They explain that business is a game of margins, not volume, and that competing on price might be a surefire way to increase your sales—but it will run your business into the ground. \u003c\/p\u003e\u003cp\u003eSteinmetz and Brooks explain that the problem isn’t your competition; it’s the mistaken belief among businesspeople that customers only choose products or services based on price, rate, or fee. The truth is that people buy what they buy for lots of reasons, only one of which is price. If you’re competing with someone willing to lose money to gain market share, the cure is to give customers a reason to buy what you sell other than price. \u003c\/p\u003e\u003cp\u003eThis one-of-a-kind sales guide shows you how to find the competitive advantage that lets you sell at higher prices. Plus, it presents proven strategies for selling based on value rather than price, how to price products or services correctly in the first place, how to withstand pressure to cut prices, and how to put it all together into a sales strategy that keeps you profitable.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989383266533,"sku":"NP9780471744832","price":35.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471744832.jpg?v=1761783898","url":"https:\/\/k12savings.com\/products\/how-to-sell-at-margins-higher-than-your-competitors-isbn-9780471744832","provider":"K12savings","version":"1.0","type":"link"}