High-Profit Selling

High-Profit Selling

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Author: Hunter, Mark
ISBN: 9780814420096
Publisher: HarperCollins Leadership
Year First Published: 2019
Pages: 272
Dimensions: 230mm x 135mm x 20mm
Format: Paperback / softback

Description:

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.


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