High-Profit Selling
Win the Sale Without Compromising on Price
(Sprache: Englisch)
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...
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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.
Klappentext zu „High-Profit Selling “
This book teaches salespeople to rethink their approach to sales goals--so they not only sell a greater quantity but sell with the bottom line in mind.
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. By explaining how short-term strategies are destructive to the long-term sustainability of a business, High-Profit Selling helps salespeople instead focus their energy on "profit sales" that successfully execute product price increases while maintaining and strengthening current customer relationships.
In this invaluable resource, you'll learn:
how to avoid negotiating, actively listen to customers,match the benefits of products or services with customers' needs and pains,confidently communicate value,and 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. High-Profit Selling teaches them to do away with this logic and instead make sales that satisfy and add value to both the client and company.
Autoren-Porträt von Mark Hunter
Hunter, CSP, MarkMark Hunter, known as, "The Sales Hunter," is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self motivating and integrity driven cultures, makes Mark Hunter a highly sought after keynote speaker, consultant and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants. &
Bibliographische Angaben
- Autor: Mark Hunter
- 2012, SPE., 272 Seiten, Maße: 15,2 x 22,9 cm, Kartoniert (TB), Englisch
- Verlag: Amacom
- ISBN-10: 0814420095
- ISBN-13: 9780814420096
- Erscheinungsdatum: 15.02.2012
Sprache:
Englisch
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