High-Profit Selling: Win the Sale Without Compromising on Price > CHAPTER 4: Creating Real Value Using Your Price Point - Pg. 54: 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

CHAPTER 4: Creating Real Value Using Your Price Point

Forming 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

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 4 Creating Real Value Using Your Price Point