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How to Sell at Margins Higher Than Your Competitors by Lawrence L. Steinmetz and William T. Brooks – 5 Stars

The full title of this book by Lawrence Steinmetz and William Brooks is

How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee“.

In my review at Amazon.co.uk, I gave the book a rating of FIVE stars. This means I think it is excellent.

Here is my book review.

Packed with great tips and advice on how to withstand pricing pressure from buyers

The content in this book is fantastic for anyone in business who comes under pricing pressure, either directly from customers or from sales people who have limited selling skills beyond offering discounts.

I tell my coaching clients that price is where your strategy hits the road and is truly tested. To increase sales, you need to offer better value than competitors but it’s so much nicer when those customers believe your product or service is worth more.

Customers of course, see any deal as a better deal if it is accompanied by a discount. Every pound they save on buying is a pound less they have to make on selling to their customers. Unfortunately each pound of discount decreases your profit.

The book combines business strategy, marketing and selling skills as it looks at pricing. To me and to many small business owners, that’s a strength because it looks at the entire process but for managers in bigger businesses, it will probably mean that some of the key messages are not relevant and reading them feels like a waste of time. My advice is to persevere because the overall impact is very empowering because it helps you to feel confident about taking a stand on prices.

Very highly recommended and the book deserves to be much more widely read that it looks as if it has been.

It is available to buy from Amazon.co.uk and Amazon.com.


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