In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins--short-term strategies that are destructive to the long-term sustainability of their business. "High-Profit Selling" helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those focused on "profitable sales."
- Avoid negotiating - Actively listen to customers - Match the benefits of their product or service with the customer's needs and pains
- Confidently communicate value - Successfully execute a price increase with existing customers
- 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.
This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
- Call three current customers and/or vendors every week and ask for references
- Call three new prospects every day right after lunch
- Make several appointments per week (one in the morning, one in the afternoon)
- Take current prospective customers to breakfast or lunch at least once a week
- Go to at leas one meeting a month for networking purposes
- As appropriate, coordinate closely to follow up on the leads they generate
- Use networking resources like referralinstitute.com, networkingnow.com, and bni.com