How To Sell At Margins Higher Than Your Competitors

Author : Lawrence L. Steinmetz,William T. Brooks
Publisher : John Wiley & Sons
Page : 274 pages
File Size : 50,6 Mb
Release : 2010-12-23
Category : Business & Economics
ISBN : 9781118040614

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How to Sell at Margins Higher Than Your Competitors by Lawrence L. Steinmetz,William T. Brooks Pdf

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.

Author : Lawrence L. Steinmetz
Publisher : Horizon Publications Incorporated (Company)
Page : 221 pages
File Size : 50,9 Mb
Release : 1992-05-01
Category : Marketing
ISBN : 0963192302

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How to Sell at Prices Higher Than Your Competitors by Lawrence L. Steinmetz Pdf

Author : Landy Chase
Publisher : McGraw Hill Professional
Page : 273 pages
File Size : 55,6 Mb
Release : 2010-07-23
Category : Business & Economics
ISBN : 9780071742283

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Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time by Landy Chase Pdf

Become a Dominant Predator in today’s dog-eat-dog sales environment There’s a hard fact that we all have to face: Buyers have evolved. They’ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you—and your competitors—and choose from multiple options. They know that pitting you against your competition always works to their benefit. In today’s sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators—salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he’s the one who teaches them how to do it. Now, it’s your turn. In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You’ll learn how to: Identify your competition before meeting with the buyer Open competitive selling opportunities Out-flank your competitors using the Client Needs Analysis Eliminate competitors without badmouthing them Stand out to the decision makers Win sales even as the higher-priced option It’s a jungle out there. The goal in today’s winner-take-all world of selling is to make every selling opportunity an unfair fight—in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming.

Author : Jeb Brooks,William T. Brooks
Publisher : McGraw Hill Professional
Page : 255 pages
File Size : 43,8 Mb
Release : 2010-12-03
Category : Business & Economics
ISBN : 9780071759434

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Perfect Phrases for the Sales Call, Second Edition by Jeb Brooks,William T. Brooks Pdf

THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME DON'T MISS THESE OTHER BOOKS IN THE PERFECT PHRASES SERIES How do you get face time with someone who doesn't accept sales calls? What is the best way to present the value of your offering? How do you handle price objections? Answer: You need to speak the right language. This fully revised second edition of the popular Perfect Phrases for the Sales Call provides an arsenal of persuasive language and word-for-word practice scenarios to help you address any challenge. Learn the most effective language for: Getting past gatekeepers and selling to the decision makers Presenting your product or service in the best light Handling objections, stalling, and other delaying tactics Building trust and cultivating relationships

Author : Grant Cardone
Publisher : John Wiley and Sons
Page : 279 pages
File Size : 52,5 Mb
Release : 2010-05-27
Category : Business & Economics
ISBN : 9780470645925

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If You're Not First, You're Last by Grant Cardone Pdf

During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses. If You’re Not First, You’re Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You’re Not First, You’re Last include: Converting the Unsold to Sold The Power Schedule to Maximize Sales Your Freedom Financial Plan The Unreasonable Selling Attitude

Author : Tom Reilly
Publisher : Mcgraw-hill
Page : 288 pages
File Size : 53,9 Mb
Release : 2010-03-22
Category : Business & Economics
ISBN : 0071664874

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Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by Tom Reilly Pdf

Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend. Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers. Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly then helps you: Build a master plan that clearly directs your selling efforts Create sales tools that help you communicate your value Develop and execute effective value-added sales calls Connect with and sell to decision makers at the highest levels Increase customer retention by continuously creating new value There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.

Author : Rafi Mohammed
Publisher : Crown Pub
Page : 236 pages
File Size : 40,7 Mb
Release : 2005
Category : Business & Economics
ISBN : 1400080932

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The Art of Pricing by Rafi Mohammed Pdf

Furnishes a practical and easy-to-understand guide on how to use pricing to increase hidden profits and develop new growth opportunities, offering helpful advice, strategies, and techniques for increasing profit margins. 20,000 first printing.

Author : Tom Reilly
Publisher : McGraw Hill Professional
Page : 289 pages
File Size : 42,7 Mb
Release : 2010-04-16
Category : Business & Economics
ISBN : 9780071702683

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Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by Tom Reilly Pdf

Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend. Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers. Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you: Build a master plan that clearlydirects your selling efforts Create sales tools that help youcommunicate your value Develop and execute effectivevalue-added sales calls Connect with and sell to decisionmakers at the highest levels Increase customer retention bycontinuously creating new value There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value. Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.

Author : Barney Kemps
Publisher : Editora Bibliomundi
Page : 48 pages
File Size : 55,5 Mb
Release : 2022-03-09
Category : Business & Economics
ISBN : 9781526044471

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How to Price Your Product or Service Just Right by Barney Kemps Pdf

If you are trying to sell something on the Internet, pricing your services/ products would be the single most important decision you will take. Since, the Internet provides thousands of alternatives to the customers, you need to be at par with the competition. The prices that you quite will determine how long you can stay in the market. You need to acquire a clear cut idea about pricing. To what extent can you push it? How often do you need to review the prices? A lot would depend on how you handle this stage of business.You have to pinpoint a consumer group to begin with and then estimate how much they would be willing to pay for your services or products. But besides that you also have to ensure that you make some profit for yourself. And quite often these two demands can be in conflict with each other. Different people use different techniques to set the prices of their products. Some of them have a scientific basis and some do not. Given below is one such procedure which works with an understanding of the production cost, customer expectations and other players in the field. Cost is defined as the sum total of the expenses that you incur when making a product. Expenses include cost of raw material, machinery, packaging, delivery etc. Price is amount customers have to pay for per unit of you product /service. For you to make a profit, the price should be more than the cost. Your prices should be consistently above the cost if you are planning to run your company for a long time, except in special cases. Sometimes you can lower the prices, to gain entry into a market for example. Starting with prices which are lower than your competitors would make people notice you. And once you collect a decent number of customers you can gradually increase prices! How much would customers pay for your services is directly proportional to significant and valuable they think your product is. Of course your marketing strategies and reputation in the market will play a significant role in this regard. Between these two numbers, your cost and the price your customers are willing to pay for your product lies your ideal price. If your price is a little lower than what your customers are willing to pay for your services, it would definitely work in your favor in the long run. If your price is higher that what is fair in the eyes of the customer you would end up losing your appeal and market and gradually your viability.

Author : Lee B. Salz
Publisher : HarperChristian + ORM
Page : 209 pages
File Size : 42,5 Mb
Release : 2018-09-18
Category : Business & Economics
ISBN : 9780814439913

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Sales Differentiation by Lee B. Salz Pdf

"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

Author : Jim Holden,Ryan Kubacki
Publisher : John Wiley & Sons
Page : 262 pages
File Size : 46,8 Mb
Release : 2012-04-18
Category : Business & Economics
ISBN : 9781118240946

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The New Power Base Selling by Jim Holden,Ryan Kubacki Pdf

An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Author : Reed K. Holden,Mark R. Burton
Publisher : John Wiley & Sons
Page : 242 pages
File Size : 49,9 Mb
Release : 2010-12-28
Category : Business & Economics
ISBN : 9781118045343

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Pricing with Confidence by Reed K. Holden,Mark R. Burton Pdf

Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.

Author : Felix Oberholzer-Gee
Publisher : Harvard Business Press
Page : 348 pages
File Size : 42,8 Mb
Release : 2021-04-20
Category : Business & Economics
ISBN : 9781633699700

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Better, Simpler Strategy by Felix Oberholzer-Gee Pdf

Named one of the best strategy books of 2021 by strategy+business Get to better, more effective strategy. In nearly every business segment and corner of the world economy, the most successful companies dramatically outperform their rivals. What is their secret? In Better, Simpler Strategy, Harvard Business School professor Felix Oberholzer-Gee shows how these companies achieve more by doing less. At a time when rapid technological change and global competition conspire to upend traditional ways of doing business, these companies pursue radically simplified strategies. At a time when many managers struggle not to drown in vast seas of projects and initiatives, these businesses follow simple rules that help them select the few ideas that truly make a difference. Better, Simpler Strategy provides readers with a simple tool, the value stick, which every organization can use to make its strategy more effective and easier to execute. Based on proven financial mechanics, the value stick helps executives decide where to focus their attention and how to deepen the competitive advantage of their business. How does the value stick work? It provides a way of measuring the two fundamental forces that lead to value creation and increased financial success—the customer's willingness-to-pay and the employee's willingness-to-sell their services to the business. Companies that win, Oberholzer-Gee shows, create value for customers by raising their willingness-to-pay, and they provide value for talent by lowering their willingness-to-sell. The approach, proven in practice, is entirely data driven and uniquely suited to be cascaded throughout the organization. With many useful visuals and examples across industries and geographies, Better, Simpler Strategy explains how these two key measures enable firms to gauge and improve their strategies and operations. Based on the author's sought-after strategy course, this book is your must-have guide for making better strategic decisions.

Author : Jaynie L. Smith
Publisher : Executive Suite Publishing
Page : 0 pages
File Size : 42,6 Mb
Release : 2012-04
Category : Business & Economics
ISBN : 0615564038

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Relevant Selling by Jaynie L. Smith Pdf

Many companies lament that price pressure has destroyed their margins and market share. Sales people are often convinced that price is their only tiebreaker., i>Relevant Selling" was written by an award-winning Consultant whose research proves otherwise. Topics covered in this book will explain why companies are underperforming, how businesses can stop guessing what their customers want and what it takes to start selling what is relevant to guarantee that failing trends progress in their favor.

Author : Tom Reilly
Publisher : Unknown
Page : 128 pages
File Size : 40,8 Mb
Release : 2010
Category : Electronic
ISBN : OCLC:958570285

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Value-Added Selling by Tom Reilly Pdf