High-Profit Selling

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 "e;profit sales"e; 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.