How To Sell At Margins Higher Than Your Competitors Winning Every Sale At Full Price Rate Or Fee 1st Edition by Lawrence L Steinmetz, William T Brooks ISBN 047178432X 9780471784326

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ISBN 10: 047178432X 
ISBN 13: 9780471784326
Author: Lawrence L Steinmetz, William T Brooks

“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.”

How To Sell At Margins Higher Than Your Competitors Winning Every Sale At Full Price Rate Or Fee 1st Table of contents:

• Chapter 1: Understanding the True Value of Your Product or Service

  • How to identify and communicate the unique value proposition (UVP).
  • Analyzing your product’s strengths and differentiating factors.
  • Developing a compelling story around your offering to justify premium pricing.

• Chapter 2: The Psychology of Pricing

  • How customers perceive value and pricing.
  • Price elasticity and how to use it to your advantage.
  • Overcoming price objections with effective sales techniques.

• Chapter 3: Building Credibility and Trust

  • The role of trust in selling at premium prices.
  • How to establish authority and credibility in your market.
  • Building long-term relationships with customers to justify your pricing.

• Chapter 4: Positioning Your Offer in the Marketplace

  • How to position yourself as a premium provider in your industry.
  • Crafting a marketing message that supports higher pricing.
  • The art of segmentation and targeting the right audience for higher-margin sales.

• Chapter 5: Selling Value, Not Price

  • Techniques for emphasizing the value rather than the cost.
  • How to handle price-based objections by refocusing the conversation on benefits.
  • Case studies of successful value-based selling.

• Chapter 6: Overcoming Price Objections

  • Common customer objections to high-priced offerings.
  • Advanced negotiation strategies to handle price resistance.
  • Creating a sense of urgency without devaluing your product.

• Chapter 7: Using Bundling and Up-selling to Increase Margins

  • How bundling can increase perceived value and drive higher margins.
  • Effective up-selling and cross-selling techniques that don’t feel “salesy.”
  • Examples of bundling strategies used by successful businesses.

• Chapter 8: Mastering the Art of Closing Sales at Full Price

  • Techniques for confidently closing sales without discounting.
  • The power of framing and anchoring in closing high-margin deals.
  • How to turn “no” into “yes” without compromising on price.

• Chapter 9: Leveraging Customer Loyalty to Maintain High Margins

  • Building customer loyalty through exceptional service and follow-up.
  • Strategies for retaining customers and increasing lifetime value.
  • Creating loyalty programs that justify premium pricing.

• Chapter 10: The Power of Testimonials and Social Proof

  • How to leverage testimonials, case studies, and social proof to justify higher prices.
  • Building a portfolio of satisfied customers to increase your perceived value.
  • How to use endorsements and referrals to reinforce premium pricing.

• Chapter 11: Overcoming the Fear of Charging More

  • Addressing the internal mindset that holds salespeople back from charging higher prices.
  • Dealing with imposter syndrome and self-doubt when setting prices.
  • How to boost your confidence in asking for what your product is truly worth.

• Chapter 12: The Future of Selling at Higher Margins

  • How market trends and consumer behavior are evolving.
  • New technologies and tools to support higher-margin selling.
  • Preparing for a post-commodity market where differentiation is key.

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Lawrence L Steinmetz,William T Brooks,Competitors,Sale