如何以高于竞争对手的利润率销售
How to sell at margins higher than your competitors
Lawrence L. Steinmetz、William T. Brooks · 初版 2005 年
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对《How to Sell at Margins Higher Than Your Competitor》的赞誉：“无论是新手、资深销售人员还是企业主，这都是一本帮助他们学习并温习成功要诀的完备之作。《How to Sell at Margins Higher Than Your Competitors》着重阐述了提高任何机构市场份额和利润的定价战略与战术。这本书对企业总裁与对销售人员同样重要。”——Bill Scales，Scales Industrial Technologies, Inc. 首席执行官。“作为行业内最大的服务提供商，我们拥有显著的市场优势。然而，我……”
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……被称为“薄片切片”（thin-slicing）。这本书既深入探讨了凭直觉做瞬间判断的潜在准确性，也剖析了其中的隐患。它展示了我们的潜意识偏见是如何往往凌驾于更理智的本能之上的。* 《How To Sell at Margins Higher Than Your Competitors》（1次提及，未标明作者）* 概要：本书提供了详尽的建议，教你如何通过打造差异化和提升附加值来避免价格战，从而让读者能够靠……来竞争
…known as "thin-slicing." The book delves into both the potential accuracy and the pitfalls of making snap judgments. It demonstrates how our subconscious biases often override our better instincts. * "How To Sell at Margins Higher Than Your Competitors" (1 mention, author not specified) * Summary: This book offers detailed advice on how to avoid price competition by creating differentiators and adding value, thereby allowing readers to compete on…
我没读完全帖，但核心意思让我想起了《How to sell at margins higher than your competitors》这本书。我二十出头那会儿浪费了大把时间去读商业建议类书籍，但这本书绝对物超所值。它彻底颠覆了我对定价、目标客户选择以及销售方式的认知。虽说……
I did not read the full post, but the basic gist reminds me of the book 'How to sell at margins higher than your competitors.' I wasted a lot of time in my early 20's reading business advice books, but that book is well worth the time. It transformed my perspective on prices, what customers you want, and how to sell. Although…
……会是一场灾难。事实上，我总共就接到了一个客户打来的愤怒电话（而且在威胁要走人之后，最后还是留下来当了客户）。而更多的人则是隐晦地表达了认可/如释重负。《How to Sell at Margins Higher than Your Competitors》这本书对我很有帮助，在这里可能也派得上用场。关键在于你要意识到，你的目标客户是那些真正看重你产品并愿意为之买单的人。你不需要去片面追求销量，你……
…be a disaster. In fact, I got an angry call from exactly one customer (who then remained a customer despite threatening to leave). I got subtly expressed approval/relief from many more. The book "How to Sell at Margins Higher than Your Competitors" was helpful to me, and might be helpful here as well. The key is to realize that you want to sell to people who really value your product and will pay for it. You don't want to maximize volume, you…