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Jingdong book

比你的对手更赚钱：摆脱低价竞争的高利润销售法则

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Jingdong book

比你的对手更赚钱：摆脱低价竞争的高利润销售法则

Name: 比你的对手更赚钱：摆脱低价竞争的高利润销售法则
Brand: Jingdong book
SKU: 3102012561
Price: 43.61 USD
Availability: OutOfStock

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今天销售人员和企业主所面临的最大的挑战就是与低价格对手的竞争。你如何处理这一问题将可能会决定你的企业的繁荣和衰退。
很久以来，人们都试图通过降价，从而赢得大量订单来解决这一问题。这是一种古老的现在仍在使用的方法，但它同时也是一种会带来灾难的方法。即使这一方法有效，其他的竞争者也会跟进并对你实施同样的方法。这是一种恶性循环，除非你找到方法来打破它。
《比你的对手更赚钱：摆脱低价竞争的高利润销售法则》将告诉你如何通过高价来获得竞争利润，提出了经多个实践检验的基于价值而不是价格的销售策略，包括如何在第一时间正确定价，如何经受住降价的考验，以及如何将其融和在销售策略中来保证你的利润等内容。《比你的对手更赚钱：摆脱低价竞争的高利润销售法则》将会帮助你在市场竞争中赢得真正的胜利。

Content Description

《比你的对手更赚钱：摆脱低价竞争的高利润销售法则》中，两位天才的作者将会告诉你一个方法，如何停止与对手的角逐，并以原价格销售来获得利润（而不是通过量）。他们指出，交易就是一场利润的角逐，而不是数量的竞争，用价格来竞争可能会达到目的，但是这将有可能使你跌到低谷。
Steinmetz和Brooks说，问题并不在于竞争，而在于商务人士对交易的错误看法，即认为顾客对产品或服务的选择是基于价格。事实上，人们之所以选择一种产品或服务有很多原因，价格只是其中之一。
这种销售指导将告诉你如何通过高价来获得竞争利润。书中谈到了经实践检验的基于价值而不是价格销售的策略，如何在第一时间正确定价，如何经受住降价的考验，以及如何将其融和在销售策略中来保证你的利润等内容。

Author Description

劳伦斯·L·斯坦梅茨丰产管理有限公司公司总裁。曾写过12本书。是高定价销售的专家，曾为许多财富500强公司做过咨询，并培训过20多万销售人员。
威廉·T·布鲁克斯销售和销售管理界的权威人物，著名认证管理咨询师，著有《销售与说服的新科学》。

Comments

“这是一本对于新老销售人员和企业主而言都是需要学习、再学习的、关于成功的本质的书。这本书重点讨论了增加市场份额和提高组织利润的定价策略和技巧。这是一本对于公司总裁和销售人员来说都十分重要的书。”
——比尔·斯盖尔，斯盖尔工业技术有限公司CEO

“本书成功地为我们展示了利润销售的真相，帮助我们获得最大的销售利润。本书用逻辑性的、有把握的语言向我们证实了一个简单的事实，作为盈利性的公司我们渴望盈利……”
——乔·布莱科特，电力设备公司总裁

“很久以来，我就发现控制竞争对手的行为是非常困难的，但是我们必须控制自己的行为。这本书将帮助我们的销售人员剔出旧有的坏习惯。销售部应该根据本书的内容来重新规划自己的全部训练计划。”
——乔治 C. 吉辛，布鲁斯科-李察有限公司总裁

“本书是所有销售人员所需要的。对于每一位需求成功的主管和销售专业人士而言，本书都是必须读的。”
——大卫 R.利特尔，DXP有限公司主席兼CEO

Catalogue

第一章失败或者破产——你也会
第二章但是竞争继续迫使你压低价格
第三章确定你的竞争优势
第四章将服务作为你的竞争优势
第五章为什么你不应和价格购买者纠缠
第六章购买者和顾客真正需要的东西——提示：不是低价
第七章除了低价，购买者还喜欢什么
第八章你竞争对手的交付问题将给你赚钱的机会
第九章如果我降价就会获得更多的利润——而且我并不在意我的老板是否会破产
第十章如何面对竞争对手降价
第十一章销售中两个最主要的过错
第十二章买方很会撒谎……如果你给他们机会
第十三章如何在巨大的降价压力中保持原价
第十四章你定价偏低的信号
第十五章你定价偏高的信号
第十六章潜在客户怎样诱使你降价
第十七章面对顾客的价格异议时怎样成交
第十八章关于定价的一些通用原则
第十九章关于高价销售的最后思考
附录
索引

Book Abstract

大多数企业都会在破产法庭上倒闭或者被清算或者被卖掉因为它们不赚钱。但是我们为什么谈失败呢？这本书不是谈成功吗——关于如何用高价卖掉产品以及如何为自己和老板赚钱，对吗？好像没有必要谈失败吧。但实际上，你首先要记住的一点是：使得你自己的价格提不上去的一个最根本的原因就是实际上你在和那些注定要走向破产的人和公司在竞争。当公司在亏钱的时候，它们就开始降价。在一种近乎绝望的求生过程中，它们开始大幅砍价，因为它们天真的相信损失可以通过销售量的增加弥补回来。他们认为只要卖得更多，就可以起死回生。但是这样做没有用。你最近一次看到一个危在旦夕的公司将价钱又提回去了是什么时候？
大多数人都不清楚，美国实际上有多少企业是失败。据估计，每年有800，000新的企业在美国诞生，但是，有史以来，这个国家仅仅有大约11，000，000家企业生存。让我们把这个数字与另一个相关的统计联系在一起。根据美国人口调查局调查，美国大概有293，000，000人口，意思是每大约27个人就有一个人做生意。粗略算一下，大约有40％的人口是在外面工作，这意味着每11个在外工作的人就有一个是做生意。因此，如果每年有800，000新企业建立，和我们仅仅有11，000，000企业生存，失败的比率就更高。否则，与做生意的人相比，我们拥有的生意更多。
也许我们应该说，幸运的是，800，000企业的一半在第一年就失败。并且幸运的是，剩下来的企业有一半相继在次年倒闭。也就是说，约3／4的企业在开始的头两年就倒闭。你要记住，当你身心疲惫的回到家，你会对自己说：”他们简直要被他们干掉了，简直就相当于拿着锤子敲打我们的头。那些家伙如何在这么低的价格销售产品呢？如果他们能做到这一点，我们同样能做到。”
那好，亲爱的专业人士们，你只说对了一部分。他们是能在这么低的价格销售产品——并且会破产。你也会！如果你参照竞争对手的价格销售——他们正在走向破产——你也会。尤其是，你的一些竞争对手正在破产，通常来说，如果那些家伙们在降价，那么他们也许正在走向灭亡。参与组建通用电气公司的欧文？杨曾经说过，“在现代商业中，我们并不怕那些狡猾的竞争对手；我们真正害怕的是那些不知道他们在做什么的诚实的家伙们。”
……

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