How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee
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.
Great material - poor presentation
By John Chancellor "Mentor coach" - June 18, 2006
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... read more
Excellent book for B2B Sales Pros
By Rob Northrup "Entrepreneur" - December 1, 2005
I just received this new book and read it cover to cover over a three day period. The authors do an excellent job of demonstrating the effects of discounting on profits, and why it is considerably better to sell less volume at higher prices.
After all, the function of a business is not to be huge, but to be profitable. Numerous examples are given.
Once this is established, the authors go to great lengths to show how salesmen should behave in order to get these higher prices, and the tricks that customers and purchasing agents pull to try to force us to give big discounts.
If you are a B2B sales pro, this book is well worth your time to read it, and the $20 investment.
A wonderful read!
By Armchair Interviews - January 24, 2006
For those who have ever heard the words, "You'll have to do better than that," this book is for you. Steinmetz and Brooks effectively make the case that margin is the key to a successful business--not volume. And more than that, cutting price is very similar to cutting your throat, though not as visible.
How to Sell at Margins Higher Than Your Competitors is filled with very clear illustrations of the cost of price-cutting--and the impact on the bottom line. Would you believe that a small thing like a 10% discount on 35% margin can require nearly double the sales volume to make up the profit lost? Or that raising prices 10% on 35% margin can allow sales to go down by 34% and give you the same level of profitability? It's true and this book spells out with clear examples just why it is true.
But more than that, the book illustrates why buyers try to beat up sales people on price--and all the other things that buyers want and need, such as on-time delivery,... read more
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