LEADER 04915nam 2200721 a 450 001 9910960981703321 005 20200520144314.0 010 $a9780814420102 010 $a0814420109 035 $a(CKB)2550000000087140 035 $a(EBL)863946 035 $a(OCoLC)777401211 035 $a(SSID)ssj0000599261 035 $a(PQKBManifestationID)11369834 035 $a(PQKBTitleCode)TC0000599261 035 $a(PQKBWorkID)10596399 035 $a(PQKB)10455692 035 $a(Au-PeEL)EBL863946 035 $a(CaPaEBR)ebr10530653 035 $a(CaSebORM)9780814420096 035 $a(MiAaPQ)EBC863946 035 $a(MiAaPQ)EBC30997989 035 $a(Au-PeEL)EBL30997989 035 $a(OCoLC)797967189 035 $a(OCoLC)ocn797967189 035 $a(Perlego)728219 035 $a(FR-PaCSA)88810997 035 $a(FRCYB88810997)88810997 035 $a(EXLCZ)992550000000087140 100 $a20111006d2012 uy 0 101 0 $aeng 135 $aurunu||||| 181 $ctxt 182 $cc 183 $acr 200 10$aHigh-profit selling $ewin the sale without compromising on price /$fMark Hunter 205 $a1st edition 210 $aNew York $cAmerican Management Association$d2012 215 $a1 online resource (289 p.) 300 $aIncludes index. 311 08$a9780814420096 311 08$a0814420095 320 $aIncludes bibliographical references and index. 327 $aCONTENTS; INTRODUCTION; CHAPTER 1: You Are Hurting Your Profit; What Is This Book Worth to You?; To Maximize Profit, Change How You View Your Customers; It's Time to Look in the Mirror; Your Confidence Drives Your Attitude; Can a Company Asking a Higher Price Really Win?; People Don't Buy-They Only Invest; Forget About Your Competition; CHAPTER 2: ''Profit'' Is Not a Dirty Word; Are You Chasing the Shiny Object?; Do You Think ''Profit'' Is a Dirty Word?; How Do We Define Profit?; What Does ''Immediate Profit'' Mean?; What Is Your Customer Worth Down the Road? 327 $aCalculate Your Customer's Profitability Sustainability Factor A Big Order at the Wrong Price Isn't Worth It; Intellectual Profitability Adds Up; Minimize the Profit Takers; ''Profit'' Is a Beautiful Word; CHAPTER 3: Use Needs and Benefits to Command a Higher Price; Chasing the Shiny Object; Determining the Customer's Needs and Benefits; Separating Good Information from Bad; What We Can Learn About Needs and Benefits from Apple; Using Follow-Up Questions to Categorize a Customer's Needs; Needs? Benefits? What's the Difference, Anyway?; CHAPTER 4: Creating Real Value Using Your Price Point 327 $aForming Real Value Around Price Creating the Price Point; The Power of the Ultra-Price Package; Ultra-Prices and a Salesperson's Beliefs; The ''No Negotiation'' Philosophy; Sales Managers: Don't Empower Salespeople to Give Away Profit; Where Does the ''No Negotiation'' Policy Work Best?; Rules for an Effective ''No Negotiation'' Policy; Making the ''No Negotiation'' Policy Work, Despite So Many Rules; Using Time to Drive Value; CHAPTER 5: Prospecting That Works; Past Growth Doesn't Guarantee Future Growth; Finding New Customers Is Not an Optional Job Activity 327 $aProspect or Suspect? Do You Know the Difference? Is Prospecting Ingrained in Your Daily Routine?; Can't Prospect? Then You Can't Sell; What Is a Prospect?; Not All Prospects Are Created Equal; Assumptive vs. Inquisitive; Tactical Comments and Questions: The Price Squeeze; Strategic Questions Lead to Long-Term Relationships; Aim High When Prospecting; Make Prospecting Part of Your Daily Routine; Holiday Prospecting; Just Do It; CHAPTER 6: Sell More by Talking Less; How Professional Buyers Use Silence; Give Control to the Customer; How to Use Your Personality to Ask Questions 327 $aQuestions That Work for You How Much Time Do You Talk on a Sales Call?; Tactics Buyers Use to Speed Up the Sales Call; Why Salespeople Fail; An Example of Not Listening; Learn Your Customer's Language; The Best Follow-Up Questions; Put the Pride Aside: It's Costing You Money; Expand Your Question List; Do You Respect Your Customer?; The Two-Second Pause; Close Too Fast and You Lose Profit; The More the Customer Talks, the More You're Prepared for the Next Sale, Too; Keep Your Eye on the Prize; CHAPTER 7: Skip the Sales Presentation; Why Preparation Is Essential 327 $aPreparing a Sales Presentation Does Not Mean You Will Use It 330 $aAll sales aren't created equal. This book shows readers how to close deals that truly make a profit. 606 $aSelling 606 $aMarkup 615 0$aSelling. 615 0$aMarkup. 676 $a658.85 700 $aHunter$b Mark$f1956-$01796609 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910960981703321 996 $aHigh-profit selling$94338433 997 $aUNINA