Have you ever been involved in a tug-of-war with a client over price? Do you worry that your competition may underbid you and steal away your customers? Then you're not giving your customers a compelling reason to focus on something other than price.
Order Selling Your Price and learn how to create a value proposition that justifies a higher price in the customer's mind. Learn how to avoid pricing wars and shrinking margins, all while building quality relationships.
"The solution this story describes with such clarity and power really is the only sustainable way for salespeople to escape the race to the bargain basement. Because no matter what products or services you are selling, your competitors probably sell something similar." David L. Winkler, CES & Training Coordinator, CHS
Key Concepts:
Selling Your Price is an easy-to-read sales book in story format that provides a sustainable way to protect your margins and make more money for yourself and your company - regardless of your industry or the nature of your products and service.
Author Duane Sparks proves that there are a variety of ways to avoid pricing pitfalls and shrinking margins by steering clear of the commodity trap and selling the right value to the right people. Based on Sparks' own sales training program that has improved performance for more than 350,000 successful salespeople, Selling Your Price is an escape hatch for anyone who feels they are on the slippery slope down to the bargain basement.
This book is a story that will show you once and for all that it isn't what you sell that counts, it's how you sell. Salespeople who read Selling Your Price can create meaning and value around something other than price. They can sell in a way that builds a higher level of trust and a richer relationship with customers. They can win their price against cheaper suppliers because customers see real value in those relationships.
Overview:
With Selling Your Price and the selling process presented, you can win your price against cheaper suppliers because customers see the real value in the relationship. This process applies to any industry and dramatically improves the performance of salespeople with any level of experience.
The Story:
Scott's margins are shrinking, but the way competitors are hammering him on price, he thinks he's doing well to hang onto any clients at all. Then sales manager Christine opens his eyes. Scott isn't just a victim in the price-cutting wars, he's a perpetrator. And a system called Action Selling isn't just a better way to plan and manage sales calls, it's an escape route from the price trap for Scott and his customers. When he finally gets the picture, Scott's approach to selling will never be the same.
After reading Selling Your Price, you'll understand the keys to successful price positioning, not price negotiating, that will allow you to differentiate your product or service and command the appropriate price, not a significantly discounted price. By creating a value proposition that justifies your pricing, you'll ultimately be able to make more money for yourself and your organization.
Testimonials:
"This story destroys the myth that if we just get to the ultimate decision maker, the sale is made. Sparks brings clarity to the way the buying-decision process really works."
- Robert C. Bowen, Chairman and CEO, Scientific Learning Corp.
"Sparks has done it again! Avoiding the price pitfall has never been easier. If you want to keep your margins where they belong, read this book."
- Mike DeSorbo, CarQuest
"Just-in-time reading! This book is a guide to escaping the commodity trap."
- Rick Stamm, Partner, The TEAM Approach
"You don't need to become a tougher negotiator. Learn how to position your price instead. Read this valuable book."
- Brad Jobe, Integro Learning - Australia
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
Sparks is author of five sales books. Most recently, he released his fifth book in the Action Selling Book Series: "Sales Strategy From the Inside Out: How Complex Selling Really Works." Additionally, The Sales Board launched Strategic Action Selling Plus, which has brought the Action Selling sales system to the next level, focusing on strategic planning and sales strategy in highly complex selling environments.
All Books:
The Action Selling Sales Books teach salespeople how and when to use the critical selling skills that have the greatest impact on gaining customer commitment. Each book expounds in a deeper way how and when each selling skill is used within the Action Selling Process and why they are so effective at maximizing sales productivity. The Action Selling process paired with Sparks' unique story format allows the reader to get inside the thought process that occurs with both the buyer and seller.
Click on a book image above for further detail.
Action Selling is a tool to manage your entire sales force.
Podcast Discussion: Selling Your Price
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
