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High-Profit Selling: Win the Sale Without Compromising on Price [Kindle Edition]

Mark Hunter
4.8 out of 5 stars  See all reviews (29 customer reviews)

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Book Description

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins—short-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn’t simply be to sell more, but to sell more at a higher price…and that success comes only to those focused on “profitable sales.” This eye-opening book shows readers how to: Avoid negotiating • Actively listen to customers • Match the benefits of their product or service with the customer’s needs and pains • Confidently communicate value • Successfully execute a price increase with existing customers • Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.


Editorial Reviews

Review

“Dense with information, ranging from the simple to the complex, this book is a must-have for every retailer. It’s a nuts-and-bolts how-to born out of real world experience and success." —Retailing Insight

Book Description

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins—short-term strategies that are destructive to the long-term sustainability of their business.

High-Profit Selling helps readers understand that their sales goal shouldn’t simply be to sell more, but to sell more at a higher price…and that success comes only to those focused on “profitable sales.” This eye-opening book shows readers how to:

Avoid negotiating • Actively listen to customers • Match the benefits of their product or service with the customer’s needs and pains • Confidently communicate value • Successfully execute a price increase with existing customers • Ensure prospects are serious and not shopping for price

Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.


Product Details

  • File Size: 1927 KB
  • Print Length: 289 pages
  • Page Numbers Source ISBN: 0814420095
  • Publisher: AMACOM (February 14, 2012)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B0076YH63M
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Not Enabled
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #310,543 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
4 of 4 people found the following review helpful
Format:Paperback|Verified Purchase
When in September 2011 professional sales trainer Mark Hunter (you'll find him at @TheSalesHunter on Twitter) asked me to read the manuscript of his new book "High-Profit Selling: Win the Sale Without Compromising on Price," I said, "Sure," and, to my great surprise, devoured it in a day-and-a-half--I couldn't put it down, it was that sensational. The book itself is now a permanent fixture on my iPad.

Mark's a guest-post contributor to my site, and in my opinion one of the most knowledgeable, articulate, talented people in the sales-training field. He's also a man of great character and integrity who makes a difference for his clients, so it didn't surprise me that he's written a book of such vital Truths, which all of you should pay attention to, especially in these times of shrinking margins and diminishing returns. Mark's insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. The book is filled with personal stories and Mark's proven methods. You'll discover:

1. How to ensure prospects are serious and not shopping for price.
2. Ways to confidently communicate value.
3. How to avoid discounting and sell at full-price.
4. The secret to successfully executing a price increase with existing customers.
5. Proven methods to grow business and maximize profits.

In the blurb I wrote endorsing "High-Profit Selling: Win the Sale Without Compromising on Price," I said, "If you want to produce more business at the zenith of profit margins (don't we all!), `High-Profit Selling' is your ticket to Valhalla. Mark Hunter's expertise on this vital point of selling is unequaled.
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3 of 3 people found the following review helpful
4.0 out of 5 stars Wrong premise - good book on sales January 13, 2013
Format:Paperback|Verified Purchase
Mr. Hunter is the real deal. He clearly understands sales and has a lot of good advice. I loved his stories and his advice on selling. Very valuable reading. For example, Mr. Hunter's distinguishing between needs and benefits was brilliant. How to have conversations with customers that distinguishes between truth and misinformation was great. Here are few other examples:

"If you change how you think, you can then change how you deal with the customer. By changing how you deal with the customer, you can take control of the process and move yourself away from dependence on discounting to closing sales."

"Something is not a need or a benefit until the customer tells me it's a need or benefit."

That said, book is wrong in my judgement, both in that price doesn't matter and that profit should be important to a salesperson. Mr. Hunter states that the premise of the book is that salespeople should maximize profit. The whole book is about how profit is good, necessary, and how to sell more profitably. While I agree with that 100%, it has nothing to do with the average salesperson, our jobs or the mandates of most companies. Frankly, it is the company's responsibility to determine value, effective price points, and be profitable. It is my job to sell and achieve results according to the commission plan management has established.

We have a commission plan. We have a quota. In my 30 years of B2B selling capital equipment for large companies profit has never been a factor. Weekly funnel reviews, pumped up forecasts, desperate closing techniques at month and quarter end, as well as hail Mary end-of-year desperation plays are the norm.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Eureka! For Many, THIS is the Missing Link in Selling September 21, 2013
Format:Paperback
I read a lot of sales books with the intention of staying on top of industry trends and what resources are available. The best ones offer new ideas or at least put a new spin on the old ideas.

This book does something more. The author grabs you by the lapel and shakes a little sense into readers. Or, at least he did for this reader!

"High-Profit Selling" made its way to the top of my airplane reading stack at just the right moment. I was on my way to a sensitive negotiation meeting, and I was preparing to make price concessions. As an escape from my planning, I pulled this book out and began reading. At first, I wasn't even making the correlation between my current situation and the book's focus. Fortunately, that all changed just in the nick of time.

What got my attention in the initial skim-through was a reference to asking questions in order to zero in on customer needs. I'm all for that, and it's a strategy that was relevant to my pending negotiation. But then I read the words "sell first and negotiate second." That phrase made me do a double-take, and I dove into this book with great gusto.

I'm glad I did. It completely changed my mindset and my approach to that customer meeting, and I've been doing things just a little bit different ever since in selling. Like he does with his blog, The Sales Hunter, Mark Hunter genuinely helped me (a seasoned and successful seller!) with this book.
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1 of 1 people found the following review helpful
5.0 out of 5 stars What You Never Learned About Price April 22, 2012
Format:Paperback|Verified Purchase
Mark Hunter has carved a brilliant niche for himself--counseling sales professionals never to cut price. Customers buy for reasons other than price.

Mark is blunt. He writes that sales managers should not give ANY latitude to salespeople to cut price, and the best response to a customer asking for a better price is to ignore the request. Yes, ignore it.

Mark gives us tips, tools, and specific strategies to recognize profit as well as revenue, and ways to position ourselves so the customer can't wait to do business--at our price.
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Most Recent Customer Reviews
5.0 out of 5 stars Highly recommend by the EL
We had Mark on our podcast, The Entrepreneurs Library, to give us a deep dive into High-Profit Selling. Read more
Published 1 month ago by Wade Danielson
5.0 out of 5 stars There is Power in the Simple, Sophistication in the Common Sense
First of all. I know Mark Hunter, personally.

That said, I have written quite a few books and know how hard it is to communicate information, entertain and get that all... Read more
Published 5 months ago by Kordell Norton
5.0 out of 5 stars Fantastic Book!
I read many sales books and this is one that has given me fantastic ideas! There are some gold nuggets in this book that I will apply tonight to start my sales week! Read more
Published 13 months ago by ROSE FOREY
4.0 out of 5 stars Gets to his point
I like that he gets to his idea's central theme without the flim-flam filler many other sales books contain. He does a good job of presenting his theories and supporting rational. Read more
Published 16 months ago by Robert Shankel
5.0 out of 5 stars I wish i wrote this!
Mark Hunter has articulated what every person in sales knows instinctively. Lowering your price shows that you don't believe in what your selling. Read more
Published 20 months ago by Joseph Crisara
2.0 out of 5 stars they did not do what they promised
The book was delivered per the Amazon order but the author had promised extra downloads after the book was purchased...this never happened after many attempts....... Read more
Published 23 months ago by Amazon Customer
4.0 out of 5 stars Great book that tells it like it Should be...
I wish I would have had the wisdom contained in this book when I owned my company. Mark hits it on the head many times over and over that it is all about Profit, not about selling... Read more
Published 24 months ago by Leseagle
5.0 out of 5 stars Partner in sales :-)
This book is my new partner in sales :-) Great strategies, many new perspectives, good ideas ... I found myself planning sales tactics just according to instructions in the book. Read more
Published on August 13, 2012 by Vlathisluv
5.0 out of 5 stars A Must Read For Sales
Mark has put together a great resource for beginners and seasoned professionals alike, but be forewarned: the things he asks in this book have the potential for causing a lot of... Read more
Published on March 7, 2012 by Don F Perkins
5.0 out of 5 stars High Profit Selling is Recommended Reading
Recently I read sales expert Mark Hunter's new book about selling. I have to admit, I'm a bit jaded because I'm asked to review many new books, and I only recommend the ones that... Read more
Published on March 6, 2012 by Lori Richardson
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More About the Author

With an extensive background selling for Fortune 100 companies, Mark Hunter "The Sales Hunter" set out on his own consulting adventure in 1998 to show companies and salespeople how to maximize profits. Home base is Omaha, Nebraska, but Mark travels extensively throughout the United States and globally.

Mark specializes in customized training programs and key notes -- all aimed at getting salespeople to stop the "discounting madness" and start earning higher profits. A member of the National Speakers Association, he is known for his energetic approach to motivating companies.

When not consulting on sales success, Mark enjoys time with his wife and two grown children.


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