High-Profit Selling - by Mark Hunter Csp (Paperback)

About the Book

Negotiating isn't always in a business's best interest. This powerful guide explains how to increase your sales--and do so while selling at a higher price.

Book Synopsis

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.

From the Back Cover

There's a big difference between making sales...and making profitable sales. While it may be tempting to cut prices in order to fleetingly beat the competition, short-term strategies based on offering discounts can destroy the long-term sustainability of your business. In short, your sales goal shouldn't be to sell more...but to sell more at a higher price.

High-Profit Selling offers you a whole new way of thinking about sales. The book gives you a comprehensive, step-by-step system for moving toward a profit-centered approach that will strengthen your relationships and increase your bottom line. You'll learn how to:

Avoid negotiating - Actively listen to customers - Match the benefits of your product or service with your customers' needs and pains - Confidently communicate value - Successfully execute a price increase with existing customers - Ensure prospects are serious and not shopping for price

Customers will always want a "deal" . . . and all too often, salespeople are willing to give it to them before digging deep enough to find out what the real issues are behind their buying decisions. High-Profit Selling shows you how to avoid making price the central talking point and focus more on how your product or service meets your customers' needs and desired benefits.

All sales aren't created equal. This book shows you how to close deals that truly make a profit.

Advance Praise for High-Profit Selling

"How do you handle today's crazy-busy, price-sensitive customers? High-Profit Selling shows you numerous strategies you can use to avoid discounting and to reposition your offering as a worthwhile investment." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies

"Do you want more profits and more satisfied customers? Look no further than Mark Hunter's book, High-Profit Selling. After decades in the sales industry, he knows what it takes to maximize price -- and now he's ready to show you." -- Ron Karr, author of Lead, Sell, or Get Out of the Way

MARK HUNTER, known as "The Sales Hunter," spent 18 years in the sales and marketing divisions of three Fortune 100 companies, and has conducted thousands of customized sales training programs nationally and internationally. His client list includes Coca-Cola, Samsung, Godiva, Abbott, Heineken, Mattel, Unilever, Dole, Novartis, and other industry leaders. His popular blog and website can be found at www.TheSalesHunter.com.

Review Quotes

-High-Profit Selling will get you Mark's priceless, hard earned knowledge that will add measurable value to your overall sales process.- --Sales du Jour

-A very valuable, clearly organized and well written book. A must buy for sales and sales managers.- --Knights on the Road

-Dense with information, ranging from the simple to the complex, this book is a must-have for every retailer. It's a nuts-and-bolts how-to born out of real world experience and success.- --Retailing Insight

-In a world with tens of thousands of sales books, is there room for one more? After reading Mark Hunter's new book, I say a loud 'YES!'- --Score More Sales

-Mark's insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value...it'll change your professional life.- --Selling Fearlessly

-Pperfect for entrepreneurs who are not confident in their current sales approach to prospects and need a better method for increasing profits more comfortably.- --Entrepreneur Library

"High-Profit Selling will get you Mark's priceless, hard earned knowledge that will add measurable value to your overall sales process." --Sales du Jour

"A very valuable, clearly organized and well written book. A must buy for sales and sales managers." --Knights on the Road

"Dense with information, ranging from the simple to the complex, this book is a must-have for every retailer. It's a nuts-and-bolts how-to born out of real world experience and success." --Retailing Insight

"In a world with tens of thousands of sales books, is there room for one more? After reading Mark Hunter's new book, I say a loud 'YES!'" --Score More Sales

"Mark's insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value...it'll change your professional life." --Selling Fearlessly

"Pperfect for entrepreneurs who are not confident in their current sales approach to prospects and need a better method for increasing profits more comfortably." --Entrepreneur Library

""High-Profit Selling" will get you Mark's priceless, hard earned knowledge that will add measurable value to your overall sales process." --"Sales du Jour"

About the Author

MARK HUNTER, known as "The Sales Hunter," has conducted thousands of customized training sales programs nationally and internationally. His client list includes Coca-Cola, Dole, Fisher-Price, Godiva, Heineken, Mattel, Unilever, and other industry leaders.

His popular blog and website can be found at www.TheSalesHunter.com.