- Paperback: 272 pages
- Publisher: AMACOM Books (Feb 1 2012)
- Language: English
- ISBN-10: 0814420095
- ISBN-13: 978-0814420096
- Product Dimensions: 22.6 x 15.2 x 2 cm
- Shipping Weight: 476 g
- Amazon Bestsellers Rank: #65,118 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Details |
Product Description
Review
"Dense with information, ranging from the simple to the complex, this book is a must-have for every retailer. It's a nuts-and-bolts how-to born out of real world experience and success." --"Retailing Insight "
Book Description
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. <BR> <I>High-Profit Selling</I> 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: <BR> 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 priceincrease with existing customers * Ensure prospects are serious and not shopping for price <BR> 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. <BR>
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
5.0 out of 5 stars (21 customer reviews)
2 of 2 people found the following review helpful
5.0 out of 5 stars
Produce More Business at the Zenith of Profit Margins, Mar 4 2012
By Robert Terson - Published on Amazon.com
Amazon Verified Purchase(What's this?)
This review is from: High-Profit Selling: Win the Sale Without Compromising on Price (Paperback)
When in September 2011 professional sales trainer Mark Hunter (you'll find him at @TheSalesHunter on Twitter) asked me to read the manuscript of his new book "High-Profit Selling: Win the Sale Without Compromising on Price," I said, "Sure," and, to my great surprise, devoured it in a day-and-a-half--I couldn't put it down, it was that sensational. The book itself is now a permanent fixture on my iPad.Mark's a guest-post contributor to my site, and in my opinion one of the most knowledgeable, articulate, talented people in the sales-training field. He's also a man of great character and integrity who makes a difference for his clients, so it didn't surprise me that he's written a book of such vital Truths, which all of you should pay attention to, especially in these times of shrinking margins and diminishing returns. Mark's insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. The book is filled with personal stories and Mark's proven methods. You'll discover:
1. How to ensure prospects are serious and not shopping for price.
2. Ways to confidently communicate value.
3. How to avoid discounting and sell at full-price.
4. The secret to successfully executing a price increase with existing customers.
5. Proven methods to grow business and maximize profits.
In the blurb I wrote endorsing "High-Profit Selling: Win the Sale Without Compromising on Price," I said, "If you want to produce more business at the zenith of profit margins (don't we all!), `High-Profit Selling' is your ticket to Valhalla. Mark Hunter's expertise on this vital point of selling is unequaled. You're probably going to send him a thank-you letter for all the extra income he puts into your pocket."
I'm asked to read a lot of sales books. There are some great ones out there; but none of them will take you by the hand and teach you how to maximize your profit margins like this book will. This isn't just another book to teach you how to sell; this is a book about making more money for your company and yourself. Even those of you who are Master Salespeople should read this book--the financial rewards will, I predict, astound you.
1 of 1 people found the following review helpful
5.0 out of 5 stars
A Must Read for Today's Salesperson - necessary help to stop making it all about price, Mar 6 2012
By Mike Weinberg - Published on Amazon.com
This review is from: High-Profit Selling: Win the Sale Without Compromising on Price (Paperback)
I know Mark Hunter. I follow him on twitter and frequently visit his valuable blog. I knew about this book long before its release and waited no-so-patiently to get my hands on it! High-Profit Selling was worth the wait.Mark tackles one of the biggest issues facing salespeople and sales teams today: PRICE! As a sales coach, I constantly hear salespeople whining that all the customer cares is about is price. But when you pay close attention, it becomes apparent that often it is the salesperson who either allows it to become all about price or who actually initiates the price conversation. High-Profit Selling is fantastic because it goes way beyond the theoretical argument to providing helpful, actionable and easy to implement ideas.
Early in the book, Mark sets the stage by reminding us that our own attitude and confidence has a huge impact on the way we view and approach the customer. He then builds on that foundation with practical advice on how to sell without resorting to price concessions. The story in Chapter 7 about "skipping the sales presentation" is worth the price of the book all by itself.
Do yourself and the sales profession a favor: get this book and read it. You will win; your company will win; your customers will win and everyone in sales will benefit from your increased ability to sell like a professional.
Mike Weinberg, The New Sales Coach newsalescoach.com
1 of 1 people found the following review helpful
5.0 out of 5 stars
The Single Greatest Problem for Salespeople, Mar 5 2012
By Douglas E. Rice "The Small Business Storyteller" - Published on Amazon.com
Amazon Verified Purchase(What's this?)
In this long-awaited (Mark's been giving away great stuff for free for FAR too long at http://www.thesaleshunter.com) book, Mark tackles what I believe is the single greatest issue facing salespeople today. And, in doing so, he touches on nearly every aspect of the sales process."The core of the problem rarely is a customer who is not willing to pay," Mark says at the outset. "Rather, I believe the problem begins with salespeople who do not believe in the price they are asking." Marks excursion into this one subject alone is worth buying the book for. All to often, salespeople are discounting their products and services internally before the customer even has a chance to ask for a discount. It seems salespeople assume, by default, that their prices are unjustifiably inflated. Salespeople expecting to give discounts is probably more common even than customers expecting to get them. I can't tell you how many times I've gotten discounts without asking (and many times not being told about the discount until AFTER the sale).
Mark does a fantastic job of illuminating both the internal dialogue that sales people have with themselves and the process through which salespeople sell, contributing to their tendencies to lower prices and eat away at profits. Mark boldly takes the position that so many sales managers agree with in principle but rarely hold to in practice--that you've got to walk away from unprofitable customers. According to Mark, "profit" is not a dirty word. Profit is everything. Everything to the business. Everything to the customer. Everything to making the world a better place though innovative products and services. More salespeople need desperately to understand and believe this point.
Highly engaging content--seamlessly delivered. I could not recommend this book more highly!
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