The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them.
Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. This is the number one reason why I am recommending Mark Hunter’s new book “High-Profit Selling: Win the Sale Without Compromising on Price.” I wanted to provide salespeople with proven solutions to avoid the discounting madness.
Each chapter of the book gives you specific ideas you can use during each step of the sales process, not just when you’re closing the sale. It’s not a book about determining the most optimal price point for what you particularly sell. Mark believes whatever price point you have is the correct price point – if you have the right techniques in place to close sales at that price.
The key to closing the sale is you – the salesperson! How you position not only yourself, but also what you sell in the eyes of the customer is vital in securing full price.
What is interesting is not only what salespeople are saying about the book, but also the people who sit on the “other side” of the desk – the buyers who deal with salespeople every day. They have repeatedly commented that the book hits the bullseye in giving salespeople tools to leverage their position. Sales managers have echoed those sentiments. The book is the tool they need to better equip their salespeople to do battle with the difficult customers they face regularly.
“High-Profit Selling” will show you how to stop leaving profit on the table with each sale. Once you read it, you’ll leave your discounting days behind and move on to being a top salesperson in your field.