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More Gross Profit, by Bob Oros
Free Ebook More Gross Profit, by Bob Oros
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These principles were uncovered the old fashioned way: Hard work. Personal interviews with 507 professional buyers and 3,759 company owners were conducted to uncover the Reasons Why they bought from certain sales people, or what they did to get a sales person to lower their prices. The information was then tested online by 4,838 new and veteran sales people from all 50 states and six continents to prove these findings would produce results.
- Sales Rank: #1971379 in Books
- Published on: 2016-04-06
- Released on: 2016-04-06
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .39" w x 6.00" l, .67 pounds
- Binding: Paperback
- 156 pages
Review
10 minutes a day can double your business"When I first started with my previous company I had a couple of years in sales, but after reading your book More Gross Profit, I felt as if I never had a clue about sales. Since I started using this information my sales have doubled." Michelle Rider, Macon, Georgia
Old dogs CAN learn new tricks. "Bob, the old dogs never get to old to learn. Yes, more than anything else in my 33 years of sales and marketing, it adjusted my thinking in a lot of areas that over the years bad habits creep into. I will utilize all of your lessons for future business." Jerry Seaver, Tulsa, OK
Cold calls - no problem. "The book is awesome and I actually look forward to making sale calls now!!! Even cold calls!!!! I plan to review the book often and to seriously 'digest' your strategies!" Dee Anderson, Batesville, AR
Makes selling seem easy. "Very informative, hands-on and easy to implement. Clarified the heaps of information surrounding the subject of selling!" Roan Theron, South Africa
From the Author
Every chapter in this book addresses a tough question or situation you or your sales team are facing everyday!
1 How do you stop customers from going to a competitor for a lower price?
2 Is it part of a buyers job to ask for a discount over and over again?
3 How do you handle rejection, mistakes and that "lost account" feeling?
4 How do you sell customers who have no interest in buying from you?
5 How do you make the sale by justifying prices rather than discounting them?
6 If your buyer doesn't fear over paying, what is their biggest purchasing fear?
7 How do you handle customers who say: "I don't care about anything but price?"
8 How many sales people volunteer to cut their price without being asked and why?
9 How should you react and respond when a customer is "shocked" at your price?
10 What do you do when a customer uses a bait and switch to get a lower price?
11 If you are always getting beat up on price what fatal mistake are you making?
12 Is there a way to make up a gross profit reduction by increasing your volume?
13 What is the best way to avoid falling into the price trap on your first call?
14 What is the best way to add value to every product and service you sell?
15 How can you set up the presentation so the customer willingly pays more?
16 How should you react when the customer has set the stage in their favor?
17 What should you do when a customer agrees to your price too quickly?
18 How do you ask for something in return in exchange for a price reduction?
19 How do you negotiate price and still maintain a good business relationship?
20 How can you act "as if" you are laying your job on the line when discounting your price?
21 How do you respond when a customer asks "is that the best you can do?"
22 What response can you use that will overcome every objection you are faced with?
23 How do you make the sale when the competitor's price is lower than yours?
24 Why should you never be the one to offer to split the difference?
25 What is the best way to respond when someone says: "take it or leave it?"
26 How can you remove the "uncertainty" about selling on commission?
27 What is a proven method for increasing call effectiveness as much as 70%?
28 How to avoid the biggest complaints customers have about sales people?
29 How can you get the customer to show you exactly how to make the sale?
30 How can you make a new account call and never get turned down?
31 What can you say that will have a customer lean forward and ask for more?
32 How to make a presentation that will make it impossible not to buy from you?
33 How can you get 10 to 20 people helping you sell every new prospect?
34 How can you turn every objection into an opportunity and reason to buy?
35 Four closing strategies that will work every time without being pushy?
36 How can your expectations increase the effectiveness of your close?
37 Why you lose 25% of your customers every year and how to stop it!
From the Back Cover
Here are just a few of the things you will learn:
~ Differentiate yourself. Most of the products you sell are also sold by your competitors. The same manufacturer, the same package and even the same cost. How can you differentiate yourself and do it in a way that will not cut your gross profit?
~ Why you lose business. It is a fact that you will lose 25% of your customers every year. Just think of how much more successful and profitable your company would be if it was able to drastically reduce this number. It's easy if you know the real reason your customers switch to a competitor.
~ Open new accounts. New accounts is one of the fastest ways to increase your sales. However, nearly all new account calls are done using the wrong process. You will learn how easy and fun it can be once you learn the real reason customers make decisions.
~ Increase the value of every product. Adding value to every product is the key that will dramatically increase your gross profit. By properly using this little known technique you can actually make your customers feel good about buying from you at higher prices.
~ Increase your add-on sales by 50%. One of the most efficient ways to increase sales is to sell more to each customer. One small change in the way you ask for an additional "add-on" product will more than double the willingness of the customer to make the extra purchase.
~ What customers base their decisions on. This premise is so important, yet so unknown, it can make it easy for you to get a positive response without any effort. You can get hundreds of people making the sale for you with literally no extra effort on your part.
~ What your customers will pay more for. The only way to know for sure is to ask them. I have done all the work for you. I have asked thousands of customers and I have the 8 things they will pay more for. Once you know what they are you can easily begin to incorporate them into your sales presentation and become the primary vendor to your customer.
~ Why you will be replaced by a competitor. When a sales person calls on a new customer or one of their existing customers and simply tries to find the needs of that customer, they are actually looking for something that does not exist. What REALLY motivates your customers to buy? When you know the answer to this question your sales will take off.
~ Make it difficult to ask for a discount. Most sales people make it easy for the customer to ask for a discount on nearly everything they sell. This will stop the moment you put this technique into effect.
~ Seven words that will make you thousands. If this simple seven word phrase is used consistently it will not only help you make more money, it will double as an ongoing training program that will put thousands of extra dollars in your pocket.
~ A secret Abraham Lincoln used. Abraham Lincoln's secret has been analyzed and put into a formula that anyone can use to overcome every objection. It is so simple, yet so effective, you can use it on nearly any objection.
~ Thomas Edison's secret strategy. Thomas Edison was a master sales person as well as a highly imaginative inventor. Many of his selling techniques have been analyzed and put into simple and easy, step-by-step formulas you can use. This one was his most powerful and effective.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Set yourself Apart !!!!
By Alex Kerr
I recently was given an opportunity to move from Texas to Louisiana and begin a new division for a company, in making this decision I knew things were going to be tough and I could really use something to sharpen my skills and give me a refresh on the business. After doing this job for over 10 years and being very successful, I thought I could do it without any help, and I probably could have. After reading about Bob Oros and doing some research I decided to go ahead and purchase the book. It was the single best decision I have ever made in regards to my career... The way the book and the information is written is so simple to understand yet so powerful.. The techniques and tools that he teaches has, I feel, put me on a different level in this new position... The book has given me confidence in walking into every call and getting the profit and sales I deserve as a sales professional.. If you want to set yourself apart from 98% of the sales people out there, get this book....
1 of 1 people found the following review helpful.
Learning new things is a key to youth.
By Frank D Rhodes
The Book "More Gross Profits" by Bob Oros
I took this list of questions.....and answered them first from my heart and experiences.
Then I read the book. I studied my answers intently, as I went through the book question by question. The knowledge I gained by reading this book was inspirational. This list of questions and answers, helped me to realize some miss-conceptions that I have carried for years. It helped me to find new skills, and it honed skills that were in need of being polished; so I could better serve my customers.
Thank you Mr. Oros for sharing your knowledge in this easy to understand book; that can be used by a novice or an old sales reps like me.
Respectfully,
Frank D. Rhodes
1 of 1 people found the following review helpful.
This Book Will Help You Sell More!
By Joel P Weiner
Having been a successful salesperson for 30 plus years, I was eager to find out if I could learn anything new and of value in Bob’s book. And, the answer was yes! Bob has done a great job of distilling some of the best ideas and techniques to increase sales, by helping you establish value and overcome the dread objections that everyone in sales face.
Of course, the book’s cover could be more attractive and Bob would probably sell more copies if he improved it … but, that shouldn’t take away from the value that the contents offer you. Everyone should seriously consider adding this book to their library.
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