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How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee
by Lawrence L. Steinmetz, William T. Brooks
from Wiley
Customer Reviews:
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Avg. Customer Rating: 4.5 / 5.0 
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Must read 
I can think of 5 business books everyone should read, this is number 1
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good idea for sales people.... 
Urges companies to sell based on margin n ot price. Makes sales people understand why it is important to stay strong on price and how to do it.
Doesn't answer the question of how you compete when all your competition is price cutting!
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Great material - poor presentation
I rate the book a 5 on content and timeliness but a 1 on presentation.
All you need to do is look at most advertisements today to realize that price competition has become the major way to conduct business. I have recognized and for years advised clients that "If you compete on price you are competing to go broke." Price pressure is even more intense considering that finding the lowest price for most products is just a few clicks away. Merchants have all conditioned consumers to be price conscious... more info
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This book is the "missing link" you've been needing...
There are two types of people who want to absorb this book: salespeople and business owners or executives.
If as a salesperson, you've found yourself getting "beat up" by prospects and customers, this book teaches you in simple and easy to understand language how to not only put an end to getting beat up but how to also make the sale.
If as a salesperson, you find yourself spending inordinate amounts of time with customers who are difficult to work with, this book reveals how to work with only the... more info
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