Book 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. LAWRENCE
L. STEINMETZ
, PhD, is President of High Yield Management, Inc., and the author of
twelve books. An expert on high-priced selling, he has consulted with
many Fortune 500 companies and trained more than 200,000 salespeople in
public and private seminars and keynote addresses.
WILLIAM T. BROOKS is a leading authority on sales and sales
management. A Certified Management Consultant, he has delivered
thousands of presentations, training sessions, and keynote addresses.
He is also the author of The New Science of Selling and
Persuasion, also from Wiley.
