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High-Profit Selling: Win the Sale Without Compromising on Price
This book teaches salespeople to rethink their approach to sales goals--so they not only sell a greater...
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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.
Author: Mark Hunter Csp
Publisher: Amacom
Published: 02/15/2012
Pages: 272
Binding Type: Paperback
Weight: 1.08lbs
Size: 8.99h x 6.03w x 0.82d
ISBN: 9780814420096
Audience: Young Adult
About the Author
MARK HUNTER, known as "The Sales Hunter," has conducted thousands of customized training sales programs nationally and internationally. His client list includes Coca-Cola, Dole, Fisher-Price, Godiva, Heineken, Mattel, Unilever, and other industry leaders. His popular blog and website can be found at www.TheSalesHunter.com.
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