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…mehr
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.
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.
Inhaltsangabe
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
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
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