High-Profit Selling: Win the Sale Without Compromising on Price

ISBN-13: 9780814420096 / Angielski / Miękka / 2012 / 272 str.

Mark Hunter

Opis

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.

Spis treści

From the contents:
INTRODUCTION 1

CHAPTER 1: You Are Hurting Your Profit 5
What Is This Book Worth to You? 7
To Maximize Profit, Change How You View Your
Customers 8
It's Time to Look in the Mirror 9
Your Confidence Drives Your Attitude 11
Can a Company Asking a Higher Price Really Win? 12
People Don't Buy-They Only Invest 13
Forget About Your Competition 15

CHAPTER 2: ''Profit'' Is Not a Dirty Word 17
Are You Chasing the Shiny Object? 18
Do You Think ''Profit'' Is a Dirty Word? 20
How Do We Define Profit? 21
What Does ''Immediate Profit'' Mean? 21
What Is Your Customer Worth Down the Road? 24
Calculate Your Customer's Profitability Sustainability
Factor 26
A Big Order at the Wrong Price Isn't Worth It 28
Intellectual Profitability Adds Up 30
Minimize the Profit Takers 32
''Profit'' Is a Beautiful Word 34

CHAPTER 3: Use Needs and Benefits to Command a
Higher Price 36
Chasing the Shiny Object 38
Determining the Customer's Needs and Benefits 39
Separating Good Information from Bad 44
What We Can Learn About Needs and Benefits from
Apple 45
Using Follow-Up Questions to Categorize a Customer's
Needs 47
Needs? Benefits? What's the Difference,
Anyway? 47

CHAPTER 4: Creating Real Value Using Your Price
Point 54
Forming Real Value Around Price 55
Creating the Price Point 56
The Power of the Ultra-Price Package 57
Ultra-Prices and a Salesperson's Beliefs 60
The ''No Negotiation'' Philosophy 61
Sales Managers: Don't Empower Salespeople to Give
Away Profit 63
Where Does the ''No Negotiation'' Policy Work
Best? 64
Rules for an Effective ''No Negotiation'' Policy 65
Making the ''No Negotiation'' Policy Work, Despite So
Many Rules 70
Using Time to Drive Value 71

CHAPTER 5: Prospecting That Works 74
Past Growth Doesn't Guarantee Future Growth 75
Finding New Customers Is Not an Optional Job
Activity 76
Prospect or Suspect? Do You Know the
Difference? 77
Is Prospecting Ingrained in Your Daily Routine? 77
Can't Prospect? Then You Can't Sell 78
What Is a Prospect? 79
Not All Prospects Are Created Equal 80
Assumptive vs. Inquisitive 81
Tactical Comments and Questions: The Price
Squeeze 86
Strategic Questions Lead to Long-Term
Relationships 87
Aim High When Prospecting 88
Make Prospecting Part of Your Daily Routine 88
Holiday Prospecting 89
Just Do It 92

CHAPTER 6: Sell More by Talking Less 93
How Professional Buyers Use Silence 94
Give Control to the Customer 95

O autorze

Mark 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.