by Lawrence L. Steinmetz, William T. Brooks
|
| List Price: | $29.95 |
| Amazon Price: | $19.77 & eligible for FREE Super Saver Shipping on orders over $25. |
| You Save: | $10.18 (34%) |
| Average Rating: |  |
| Lowest New Price: | $13.99 |
| Availablitiy: | Usually ships in 24 hours |
|
 |
|
Product Description
Praise 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.
Customers who bought this item also bought
Average Customer Review:
1 of 1 people found the following review helpful:
 Must read, 2007-01-09
I can think of 5 business books everyone should read, this is number 1
2 of 2 people found the following review helpful:
 good idea for sales people...., 2006-11-10
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!
8 of 9 people found the following review helpful:
Great material - poor presentation, 2006-06-18
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 price conscious buyers. And our mind set as consumers carries over to our businesses.
The authors do a very good job of showing that most pricing problems are in the mind of the salesman or CEO and not in the mind of the buyer. They further show that it is simply impossible to cut prices and make up the difference in increased volume. One of the better concepts they present is if you lower your prices to increase your volume, all you do is work harder and go broke in the process. If the CEO can grasp that concept - and unfortunately all you need to do is to look at the history of companies that have gone bankrupt, especially in the airline industry - then the book is well worth reading.
As far as presentation, I have a lot of problems.
The authors could not really decide who their reader was. At times they were writing to the CEO and at times they were giving tips to the salesman in the field. It would have been much better if they had written two separate books - one for the CEO who determines policy and one for the salesman in the field.
They have a bad habit of repeating the same lessons throughout the book. It is okay and sometimes necessary to refer back to an idea or concept. But anyone reading this type book does not need the entire example repeated. Too much of that obscures the lesson to be learned.
The use of bold "bullet points" at the beginning of paragraphs was overdone. One place, opened at random, I found four bold paragraph headings on each page. To me these were a distraction.
It was annoying for them to keep repeating "one of your authors" experienced ... What is wrong with saying Lawrence or William?
They overdid some clichés - "the south bound end of a north bound donkey" was one. Once is enough. And they ended lots of examples of conversations with "blah ... blah ... blah"
The authors make some valid and important points. If you are going to conduct business in today's price conscious environment, you must learn to sell your product on something other than price. So the book is well worth reading. In my opinion, the presentation could be improved greatly.
2 of 2 people found the following review helpful:
This book is the "missing link" you've been needing..., 2006-05-08
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 how to work with only the best customers - and make more money while you do it.
If as a salesperson your commissions are slim because your selling price is too low and you haven't been able to sell at a higher price, this book will expose exactly how to raise your selling price and your commissions.
If you are a business owner or executive, you will want to read this book for two critical reasons.
One, you will learn how to put an end to your salespeople's whining and complaining about losing the sale to low-price competitors. You'll FINALLY KNOW HOW TO CALL THEIR BLUFF! No longer will your salespeople be able to "snow" you with their inability to sell. Now, you will be able to "call the shots" they way they really are so that your salespeople produce results instead of excuses.
Two, you will learn exactly how to keep your business out of bankruptcy and move your business away from break-even mode to high margin, high profitability mode.
On my end, I wish someone would have pointed me to this book when I first got started in sales so that I could have saved myself years of hardship. On your end, you'll be glad I recommended that you get this book for yourself so that you too are able to save years of hardship.
0 of 0 people found the following review helpful:
This book will pay for itself over and over!, 2006-03-09
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 the most significant business improvement book I have read in the last 5 years,
Price is accurate as of the date/time indicated. Prices and product availability are subject to change. Any price displayed on the Amazon website at the time of purchase will govern the sale of this product.
|
Store Categories
|