How to Sell at Prices Higher Than Your Competitors: The Complete Book on How to Make Your Prices Stick

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How to Sell at Prices Higher Than Your Competitors: The Complete Book on How to Make Your Prices Stick
by Lawrence L. Steinmetz
from Horizon Publications Inc (CO)

Customer Reviews:

• Avg. Customer Rating: 5.0 / 5.0

• Co-workers are jealous
  No Sale Schell,
  It's a nickname that I have gotten from my sales managers and coworkers. I hate giving discounts, promo's, specials or lowering the price, after reading this book probably 15 times now I can consistantly maintain my margin and you have no idea how much my managers love my Full Boat sales.
  I get comments in my performance reviews and questions from those around me. Perfect I am not and there are times when a promo is needed. This book should cost 10 times what it does and I would... more info

• New Perspectives on Price, Cost, and Value
  The title of this book is somewhat misleading because it does not indicate the full scope of what Steinmetz provides...and achieves. True, he suggests all manner of strategies and tactics to overcome sales resistance based almost entirely on price. (He correctly suggests that those who buy ONLY on price be avoided. More about that later.) However, I think this book's greater value is derived from Steinmetz's systematic and convincing repudiation of various self-defeating mindsets. For example, those who are... more info

• LEARN HOW TO MAKE MONEY BY REALLY SELLING
  Tells the truth about discount pricing and the type of customers it attracts, not to mention how it taxes your ability to service your customers effectively while eroding your profitability. Learn how you can make more money by saying no to customers who shop by price only. A crucial lesson in sales economics that every sales professional needs to learn in order to be successful and profitable. I just hope my competitors never read it.

• One of the best books I've read on pricing
  Larry does an outstanding job of presenting the hows and whys of making your pricing stick. In the process he effectively presents the tricks that buyers use to beat prices down (and you can now use them too to save money) and how to combat them, why it is critical to maintain your prices so you have the profits to develop new products, why it takes 50% more volume to bring profitibality back to the same after a 10% price cut, why you can lose 50% of your business and still make as much with a 10% price... more info

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