Mark Hunter – High-Profit Selling: Win the Sale Without Compromising on Price
English | Tutorial | Size: 466.08 kB
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins–short-term strategies that are destructive to the long-term sustainability of their business.
High-Profit Selling helps readers understand that their sales goal shouldn’t simply be to sell more, but to sell more at a higher price…and that success comes only to those focused on "profitable sales." This eye-opening book shows readers how to:
* Avoid negotiating
* Actively listen to customers
* Match the benefits of their product or service with the customer’s needs and pains
* Confidently communicate value
* Successfully execute a price increase with existing customers
* Ensure prospects are serious and not shopping for price
Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
Contents:
Introduction
1 You Are Hurting Your Profit
2 "Profit is Not a Dirty Word
3 Use Needs and Benefits to Command a Higher Price
4 Creating Real Value Using Your Price Point
5 Prospecting That Works
6 Sell More by Talking Less
7 Skip the Sales Presentation
8 Leverage Knowledge to the Fullest
9 Sell More Without Even Being There
10 Selling to the C-Suite
11 How to Handle Price Objections
12 Executing a Price Increase
13 Purchasing Departments and the Professional Buyer
14 RFPs and RFQs: The Bidding Process
15 Position Yourself to Continue Earning High Profits
Index
Format: MOBI
Length: 272 pages
Published: 2012 by AMACOM
ISBN-13: 9780814420096
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