How To Sell At Margins Higher Than Your Competitors

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How to Sell at Margins Higher Than Your Competitors

Author : Lawrence L. Steinmetz
Publisher : John Wiley & Sons
ISBN 13 : 1118040619
Total Pages : 274 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis How to Sell at Margins Higher Than Your Competitors by : Lawrence L. Steinmetz

Download or read book How to Sell at Margins Higher Than Your Competitors written by Lawrence L. Steinmetz and published by John Wiley & Sons. This book was released on 2010-12-23 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris & Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.

How to Sell at Prices Higher Than Your Competitors

Author : Lawrence L. Steinmetz
Publisher : Horizon Publications Incorporated (Company)
ISBN 13 : 9780963192301
Total Pages : 221 pages
Book Rating : 4.1/5 (923 download)

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Book Synopsis How to Sell at Prices Higher Than Your Competitors by : Lawrence L. Steinmetz

Download or read book How to Sell at Prices Higher Than Your Competitors written by Lawrence L. Steinmetz and published by Horizon Publications Incorporated (Company). This book was released on 1992-05-01 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Relevant Selling

Author : Jaynie L. Smith
Publisher : Executive Suite Publishing
ISBN 13 : 9780615564036
Total Pages : 0 pages
Book Rating : 4.5/5 (64 download)

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Book Synopsis Relevant Selling by : Jaynie L. Smith

Download or read book Relevant Selling written by Jaynie L. Smith and published by Executive Suite Publishing. This book was released on 2012-04 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many companies lament that price pressure has destroyed their margins and market share. Sales people are often convinced that price is their only tiebreaker., i>Relevant Selling" was written by an award-winning Consultant whose research proves otherwise. Topics covered in this book will explain why companies are underperforming, how businesses can stop guessing what their customers want and what it takes to start selling what is relevant to guarantee that failing trends progress in their favor.

Sell Different!

Author : Lee B. Salz
Publisher : HarperCollins Leadership
ISBN 13 : 1400222516
Total Pages : 208 pages
Book Rating : 4.4/5 (2 download)

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Book Synopsis Sell Different! by : Lee B. Salz

Download or read book Sell Different! written by Lee B. Salz and published by HarperCollins Leadership. This book was released on 2021-09-14 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.

Better, Simpler Strategy

Author : Felix Oberholzer-Gee
Publisher : Harvard Business Press
ISBN 13 : 1633699706
Total Pages : 348 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Better, Simpler Strategy by : Felix Oberholzer-Gee

Download or read book Better, Simpler Strategy written by Felix Oberholzer-Gee and published by Harvard Business Press. This book was released on 2021-04-20 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named one of the best strategy books of 2021 by strategy+business Get to better, more effective strategy. In nearly every business segment and corner of the world economy, the most successful companies dramatically outperform their rivals. What is their secret? In Better, Simpler Strategy, Harvard Business School professor Felix Oberholzer-Gee shows how these companies achieve more by doing less. At a time when rapid technological change and global competition conspire to upend traditional ways of doing business, these companies pursue radically simplified strategies. At a time when many managers struggle not to drown in vast seas of projects and initiatives, these businesses follow simple rules that help them select the few ideas that truly make a difference. Better, Simpler Strategy provides readers with a simple tool, the value stick, which every organization can use to make its strategy more effective and easier to execute. Based on proven financial mechanics, the value stick helps executives decide where to focus their attention and how to deepen the competitive advantage of their business. How does the value stick work? It provides a way of measuring the two fundamental forces that lead to value creation and increased financial success—the customer's willingness-to-pay and the employee's willingness-to-sell their services to the business. Companies that win, Oberholzer-Gee shows, create value for customers by raising their willingness-to-pay, and they provide value for talent by lowering their willingness-to-sell. The approach, proven in practice, is entirely data driven and uniquely suited to be cascaded throughout the organization. With many useful visuals and examples across industries and geographies, Better, Simpler Strategy explains how these two key measures enable firms to gauge and improve their strategies and operations. Based on the author's sought-after strategy course, this book is your must-have guide for making better strategic decisions.

Sales Differentiation

Author : Lee B. Salz
Publisher : HarperChristian + ORM
ISBN 13 : 0814439918
Total Pages : 209 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Sales Differentiation by : Lee B. Salz

Download or read book Sales Differentiation written by Lee B. Salz and published by HarperChristian + ORM. This book was released on 2018-09-18 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

Mastering the Complex Sale

Author : Jeff Thull
Publisher : John Wiley and Sons
ISBN 13 : 0470632593
Total Pages : 311 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis Mastering the Complex Sale by : Jeff Thull

Download or read book Mastering the Complex Sale written by Jeff Thull and published by John Wiley and Sons. This book was released on 2010-03-10 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

The New Power Base Selling

Author : Jim Holden
Publisher : John Wiley & Sons
ISBN 13 : 1118240944
Total Pages : 262 pages
Book Rating : 4.1/5 (182 download)

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Book Synopsis The New Power Base Selling by : Jim Holden

Download or read book The New Power Base Selling written by Jim Holden and published by John Wiley & Sons. This book was released on 2012-04-18 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Perfect Phrases for the Sales Call, Second Edition

Author : Jeb Brooks
Publisher : McGraw Hill Professional
ISBN 13 : 0071759433
Total Pages : 240 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Perfect Phrases for the Sales Call, Second Edition by : Jeb Brooks

Download or read book Perfect Phrases for the Sales Call, Second Edition written by Jeb Brooks and published by McGraw Hill Professional. This book was released on 2010-12-03 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME DON'T MISS THESE OTHER BOOKS IN THE PERFECT PHRASES SERIES How do you get face time with someone who doesn't accept sales calls? What is the best way to present the value of your offering? How do you handle price objections? Answer: You need to speak the right language. This fully revised second edition of the popular Perfect Phrases for the Sales Call provides an arsenal of persuasive language and word-for-word practice scenarios to help you address any challenge. Learn the most effective language for: Getting past gatekeepers and selling to the decision makers Presenting your product or service in the best light Handling objections, stalling, and other delaying tactics Building trust and cultivating relationships

The Art of Pricing

Author : Rafi Mohammed
Publisher : Crown Pub
ISBN 13 : 9781400080939
Total Pages : 236 pages
Book Rating : 4.0/5 (89 download)

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Book Synopsis The Art of Pricing by : Rafi Mohammed

Download or read book The Art of Pricing written by Rafi Mohammed and published by Crown Pub. This book was released on 2005 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Furnishes a practical and easy-to-understand guide on how to use pricing to increase hidden profits and develop new growth opportunities, offering helpful advice, strategies, and techniques for increasing profit margins. 20,000 first printing.

Exceptional Selling

Author : Jeff Thull
Publisher : Wiley + ORM
ISBN 13 : 1118038886
Total Pages : 229 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Exceptional Selling by : Jeff Thull

Download or read book Exceptional Selling written by Jeff Thull and published by Wiley + ORM. This book was released on 2010-12-15 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace." Guenter Lauber, Vice President, Siemens Energy Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success." Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!" Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace." Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world." Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

How to Price Your Product or Service Just Right

Author : Barney Kemps
Publisher : Editora Bibliomundi
ISBN 13 : 1526044471
Total Pages : 48 pages
Book Rating : 4.5/5 (26 download)

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Book Synopsis How to Price Your Product or Service Just Right by : Barney Kemps

Download or read book How to Price Your Product or Service Just Right written by Barney Kemps and published by Editora Bibliomundi. This book was released on 2022-03-09 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you are trying to sell something on the Internet, pricing your services/ products would be the single most important decision you will take. Since, the Internet provides thousands of alternatives to the customers, you need to be at par with the competition. The prices that you quite will determine how long you can stay in the market. You need to acquire a clear cut idea about pricing. To what extent can you push it? How often do you need to review the prices? A lot would depend on how you handle this stage of business.You have to pinpoint a consumer group to begin with and then estimate how much they would be willing to pay for your services or products. But besides that you also have to ensure that you make some profit for yourself. And quite often these two demands can be in conflict with each other. Different people use different techniques to set the prices of their products. Some of them have a scientific basis and some do not. Given below is one such procedure which works with an understanding of the production cost, customer expectations and other players in the field. Cost is defined as the sum total of the expenses that you incur when making a product. Expenses include cost of raw material, machinery, packaging, delivery etc. Price is amount customers have to pay for per unit of you product /service. For you to make a profit, the price should be more than the cost. Your prices should be consistently above the cost if you are planning to run your company for a long time, except in special cases. Sometimes you can lower the prices, to gain entry into a market for example. Starting with prices which are lower than your competitors would make people notice you. And once you collect a decent number of customers you can gradually increase prices! How much would customers pay for your services is directly proportional to significant and valuable they think your product is. Of course your marketing strategies and reputation in the market will play a significant role in this regard. Between these two numbers, your cost and the price your customers are willing to pay for your product lies your ideal price. If your price is a little lower than what your customers are willing to pay for your services, it would definitely work in your favor in the long run. If your price is higher that what is fair in the eyes of the customer you would end up losing your appeal and market and gradually your viability.

If You're Not First, You're Last

Author : Grant Cardone
Publisher : John Wiley and Sons
ISBN 13 : 047064592X
Total Pages : 279 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis If You're Not First, You're Last by : Grant Cardone

Download or read book If You're Not First, You're Last written by Grant Cardone and published by John Wiley and Sons. This book was released on 2010-05-27 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses. If You’re Not First, You’re Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You’re Not First, You’re Last include: Converting the Unsold to Sold The Power Schedule to Maximize Sales Your Freedom Financial Plan The Unreasonable Selling Attitude

Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e

Author : Tom Reilly
Publisher : McGraw Hill Professional
ISBN 13 : 0071702687
Total Pages : 288 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by : Tom Reilly

Download or read book Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e written by Tom Reilly and published by McGraw Hill Professional. This book was released on 2010-04-16 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend. Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers. Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly then helps you: Build a master plan that clearly directs your selling efforts Create sales tools that help you communicate your value Develop and execute effective value-added sales calls Connect with and sell to decision makers at the highest levels Increase customer retention by continuously creating new value There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.

Selling to Zebras

Author : Jeff Koser
Publisher : Greenleaf Book Group
ISBN 13 : 1929774575
Total Pages : 252 pages
Book Rating : 4.9/5 (297 download)

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Book Synopsis Selling to Zebras by : Jeff Koser

Download or read book Selling to Zebras written by Jeff Koser and published by Greenleaf Book Group. This book was released on 2008-10 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.

Value-Added Selling

Author : Tom Reilly
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (958 download)

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Book Synopsis Value-Added Selling by : Tom Reilly

Download or read book Value-Added Selling written by Tom Reilly and published by . This book was released on 2010 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Price Advantage

Author : Michael V. Marn
Publisher : John Wiley & Sons
ISBN 13 : 0471690023
Total Pages : 306 pages
Book Rating : 4.4/5 (716 download)

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Book Synopsis The Price Advantage by : Michael V. Marn

Download or read book The Price Advantage written by Michael V. Marn and published by John Wiley & Sons. This book was released on 2004-04-12 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.