How to Sell at Margins Higher Than Your Competitors - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook How to Sell at Margins Higher Than Your Competitors write by Lawrence L. Steinmetz. This book was released on 2010-12-23. How to Sell at Margins Higher Than Your Competitors available in PDF, EPUB and Kindle. 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.
How to Sell at Prices Higher Than Your Competitors
How to Sell at Prices Higher Than Your Competitors - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook How to Sell at Prices Higher Than Your Competitors write by Lawrence L. Steinmetz. This book was released on 1992-05-01. How to Sell at Prices Higher Than Your Competitors available in PDF, EPUB and Kindle.
Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time
Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time write by Landy Chase. This book was released on 2010-07-23. Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time available in PDF, EPUB and Kindle. 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.
Playing Bigger Than You Are
Playing Bigger Than You Are - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Playing Bigger Than You Are write by William T. Brooks. This book was released on 2009-10-26. Playing Bigger Than You Are available in PDF, EPUB and Kindle. The small or mid-sized business' guide to outselling the big boys Often, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size. If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempted to give up. But smaller businesses often find advantages over their bigger competitors. • Includes proven tactics to help small businesses tackle bigger competitors • Author William T. Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors • Shows you how to steal market share from bigger vendors with bigger resources Just because your business can't flood the market with salespeople or contend on economy of scale and purchasing power, that doesn't mean you can't compete. The secret is Playing Bigger Than You Are.
How to Get Your Competition Fired (Without Saying Anything Bad About Them)
How to Get Your Competition Fired (Without Saying Anything Bad About Them) - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook How to Get Your Competition Fired (Without Saying Anything Bad About Them) write by Randy Schwantz. This book was released on 2010-12-03. How to Get Your Competition Fired (Without Saying Anything Bad About Them) available in PDF, EPUB and Kindle. A six-step plan for driving a wedge between the competition and the customer For sales people, convincing a potential customer to choose them over the competition is no easy task, and especially when the competition already has the account. Finally, How to Get Your Competition Fired shows readers a proven system for breaking the relationship between the competition and the customer. Randy Schwantz's method, The Wedge(r), includes a six-step plan that drives a "wedge" between the competition and the customer. He shows how to reveal the competition's shortcomings without seeming to, letting prospects decide independently to dump their current provider, exclude other competitors and, finally, switch to the salesperson's product or service. Offering real tactics, not just theory, this is the only sales strategy that really works to break the relationship between customers and the competition and bring in more business, faster than ever. Randy Schwantz (Dallas, TX) is a leading authority and expert on the sales process. A highly successful sales professional, he is a nationally respected sales trainer, author, sales coach, consultant, and public speaker. Randy is President and CEO of The Wedge Group, whose clients include Fortune 500 companies as well as small businesses.
