High-Profit Selling: Win the Sale Without Compromising on Price > CHAPTER 3: Use Needs and Benefits to Command a Higher Price - Pg. 36: Safari Books Online

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High-Profit Selling: Win the Sale Without Compromising on Price

High-Profit Selling: Win the Sale Without Compromising on Price

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Contents

Table of Contents

CHAPTER 1: You Are Hurting Your Profit

CHAPTER 2: ``Profit'' Is Not a Dirty 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

CHAPTER 5: Prospecting That Works

CHAPTER 6: Sell More by Talking Less

CHAPTER 7: Skip the Sales Presentation

CHAPTER 8: Leverage Knowledge to the Fullest

CHAPTER 9: Sell More Without Even Being There

CHAPTER 10: Selling to the C-Suite

CHAPTER 11: How to Handle Price Objections

CHAPTER 12: Executing a Price Increase

CHAPTER 13: Purchasing Departments and the Professional Buyer

CHAPTER 14: RFPs and RFQs: The Bidding Process

CHAPTER 15: Position Yourself to Continue Earning High Profits

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C H A P T E R 3 Use Needs and Benefits to Command a Higher Price