by Paul Simister
on November 7, 2016
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. [continue reading…]
by Paul Simister
on June 3, 2015
The full title of this book by Thomas Nagle and Reed Holden is
“The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making“.
This book has been revised a number of times and my review refers specifically to the Third Edition. I have recently bought the Sixth Edition.
In my review posted to Amazon.co.uk, I rated this book at the Five Stars level. It is Excellent (perhaps Brilliant is a better word) and is Very Highly Recommended to anyone who has to make pricing decisions in a reasonable sized business.
Here is my book review.
A superb review of pricing theory
Pricing is where your strategy is either tested and proven or fails. It is very much where the rubber meets the road.
The authors, Thomas Nagle and Reed Holden expertly walk a fine line that makes “The Strategy and Tactics of Pricing” work both as an academic textbook for MBA level students on a pricing module and as a guide for the serious practitioner of pricing who makes real decisions in a business. [continue reading…]
