Pricing for Profit: How to Command Higher Prices for Your Products and Services Paperback – Special Edition, September 2, 2009 by Dale FURTWENGLER

Description

Author: FURTWENGLER Dale

Brand: Amacom

Edition: Special

Format: Special Edition

Package Dimensions: 16x226x340

Number Of Pages: 240

Release Date: 02-09-2009

Details: Product Description Author Dale Furtwengler teaches businesses that they can command almost any price they choose by focusing on the value–not the cost–to the customer. Pricing for Profit shows businesspeople how to break out of the stranglehold of industry pricing and earn compensation that matches the true value of the product or service being offered. Readers will learn how to: quantify the value of their products or services; distinguish between price buyers and value buyers; bundle their offerings for competitive advantage and increased customer value; and craft a powerful marketing message that communicates value. The low price that small businesses feel compelled to offer limits their ability to generate profits which, in turn, slows their response to changing customer needs. Filled with easy-to-use formulas, sample scripts, clear examples, instructive exercises, and more, this accessible and practical guide is a must-read for businesspeople who want to generate more unit sales, close more sales overall at higher prices–and make more of the money they deserve with less unnecessary effort. Book Description Many small business owners are trapped by industry pricing and market misconceptions, when they could be compensated for the true value of the product or service being offered. The low price they feel compelled to offer limits their ability to generate profits which, in turn, slows their response to changing customer needs. The good news is that a business can command almost any price it chooses by focusing on the value—not the cost—to the customer. Pricing for Profit shows businesspeople how to break out of the stranglehold of industry pricing and charge more for their wares (regardless of the competition) without alienating their customers. Readers will learn how to: • Quantify the value of their products or services • Distinguish between price buyers and value buyers • Bundle their offerings for competitive advantage and increased customer value • Craft a powerful marketing message that communicates value • Generate more unit sales and close more sales overall, at higher prices • Make more money with less effort Filled with easy-to-use formulas, sample scripts, clear examples, instructive exercises, and more, this accessible and practical guide is a must-read for businesspeople who want to be well-paid for the value they provide. From the Inside Flap Do you feel trapped by “industry pricing”? You don’t have to be! You can make far more money than you currently are making with less effort. How? By accurately quantifying the value of your products or services and effectively communicating that value. And, contrary to popular belief, higher prices don’t drive customers away; they actually attract buyers, driving up your revenue and profits. Pricing for Profit not only gives you the crucial number-crunching skills you need to determine your ideal price, it looks at both the tangible and intangible elements that affect what people are willing to pay—even in a poor economy—and gives you tips for tapping into the values and emotions that motivate people to spend more. Along the way, Pricing for Profit picks apart some common misperceptions about why you can’t change your price, such as “My company lacks name awareness,” “My competitors won’t raise their prices,” or “My customers only care about price.” Don’t let these excuses deprive you of the profits you so richly deserve. Pricing for Profit then gives you easy-to-use formulas, sample scripts, clear examples, and instructive exercises to help you: • Understand how the attitude of your salespeople and managers toward pricing affects your ability to command higher prices, and use that information to align your hiring practices with your business strategy. • Figure out the one or two aspects of your product that have real value to your customers, and calculate that value in dollars and cents. • Walk away from prospects that don’t v