How To Sell At Margins Higher Than Your Competitors |
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 Do your customers assault your price with tactics like these?“I can get it from somewhere else for less.” “I can only pay $___.” “All I care about is the lowest price.” “How about you cut me a deal this time, and we’ll go with full price on the next order.” “I’m buying a ton of this stuff – don’t I get a deal?" Don’t give in! Read this book and discover simple how-tos that will put you on the road to a lifetime of profitable sales. This book will teach you what no business degree ever could – street smart strategies that put you in control of every negotiation. This revised edition of the underground business classic, “How to Sell at Margins Higher Than Your Competitors,” by Dr. Larry Steinmetz combines Bill Brooks’ unmatched expertise in the art of selling with Dr. Steinmetz’s hard-hitting advice for commanding full price. The result is a fascinating book and a must-read for any business owner, entrepreneur, CEO, or salesperson. It begins with an eye-opening look at why most businesses ultimately fail. The very first chapter illustrates why price-cutting is frequently the fastest route to bankruptcy. And it exposes all the myths and misconceptions that cause business owners, entrepreneurs and salespeople to cut price. And that’s just Chapter 1… In Chapter 2 you may be surprised to learn what YOU are saying and doing that invites customers and prospects to beat you up on price. Here’s an excerpt: “The way you handle your price will largely determine the probability that you will get your price. Until the salesperson can handle his or her price credibly, confidently, and comfortably, he or she will have a very difficult time selling at prices that are higher than his or her competitor. More will be said about how to do this in later chapters.” And this is a book that actually delivers on its “how-to” promises… Here’s a taste of what you’ll learn: • How to face down a competitor’s price cuts • How to identify and capitalize on your competitive advantage • How to handle price-buyers (and why it’s OK to stop dealing with them) • How to find out what each customer values more than a low price • How to successfully pass your cost increases onto your customer • How to keep your customers despite increasing your price • The two biggest sins in selling… and how to avoid them • How to determine if your customer is telling you the TRUTH about their budget • How to handle pressure to cut price • How to neutralize the tactics buyers use to get you to cut price • How to find out if you’re current prices are too high, too low or just right After reading this book, you’ll never think about price, negotiation or selling in quite the same way again. The no-nonsense advice may sound a bit harsh compared to some of the bland business fare that’s crowding bookstore shelves today – but it’s medicine well-worth taking. This book truly is “the bottom line” for anyone who wants to run a profitable business or succeed at selling products or services in a competitive market.
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