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."

This eye-opening book shows readers how to:

  • 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.

  1. Call three current customers and/or vendors every week and ask for references
  2. Call three new prospects every day right after lunch
  3. Make several appointments per week (one in the morning, one in the afternoon)
  4. Take current prospective customers to breakfast or lunch at least once a week
  5. Go to at leas one meeting a month for networking purposes
  6. As appropriate, coordinate closely to follow up on the leads they generate
  7. Use networking resources like referralinstitute.com, networkingnow.com, and bni.com
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