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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table Hardcover – Illustrated, Feb. 25 2008

4.2 out of 5 stars 28 ratings

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Product description

From the Inside Flap

Pricing with Confidence

Pricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right. Here is a sampling of the rules you need to follow if you want to stop leaving money on the table:

Rule One: Replace the Discounting Habit with a Little Arrogance

Who says you have to discount? See how one company kicked the end-of-quarter discount habit and increased revenue seventeen percent and profits thirty-seven percent, grabbing $300 million off the poker table.

Rule Two: Understand Your Value to Your Customer

Your customers are eager to tell you. Are you ready to listen? By focusing on value delivered, Phillips garnered twenty-five percent of the price-competitive lamp market. See how Phillips did it.

Rule Three: Apply One of Three Simple Pricing Strategies

One of these three simple strategies will work for you. See how Dell stumbled with the wrong pricing strategy and how it recovered.

Rule Five: Price to Increase Profits

Revenue is good, but profits are better. Southwest Airlines and JetBlue have figured this out and avoided "dumb-bell pricing." Here's how you can, too.

Rule Eight: Build Your Selling Backbone

Use the first seven rules to add confidence as you sell to tough customers. Find out how a supplier of commodity electronics grabbed an extra $12.5 million off the table in a tough customer negotiation.

From the Back Cover

Pricing with Confidence

Pricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right. Here is a sampling of the rules you need to follow if you want to stop leaving money on the table:

Rule One: Replace the Discounting Habit with a Little Arrogance

Who says you have to discount? See how one company kicked the end-of-quarter discount habit and increased revenue seventeen percent and profits thirty-seven percent, grabbing $300 million off the poker table.

Rule Two: Understand Your Value to Your Customer

Your customers are eager to tell you. Are you ready to listen? By focusing on value delivered, Phillips garnered twenty-five percent of the price-competitive lamp market. See how Phillips did it.

Rule Three: Apply One of Three Simple Pricing Strategies

One of these three simple strategies will work for you. See how Dell stumbled with the wrong pricing strategy and how it recovered.

Rule Five: Price to Increase Profits

Revenue is good, but profits are better. Southwest Airlines and JetBlue have figured this out and avoided "dumb-bell pricing." Here's how you can, too.

Rule Eight: Build Your Selling Backbone

Use the first seven rules to add confidence as you sell to tough customers. Find out how a supplier of commodity electronics grabbed an extra $12.5 million off the table in a tough customer negotiation.

Product details

  • Publisher ‏ : ‎ Wiley; 1st edition (Feb. 25 2008)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 240 pages
  • ISBN-10 ‏ : ‎ 0470197579
  • ISBN-13 ‏ : ‎ 978-0470197578
  • Item weight ‏ : ‎ 234 g
  • Dimensions ‏ : ‎ 15.75 x 2.54 x 23.11 cm
  • Customer Reviews:
    4.2 out of 5 stars 28 ratings

Customer reviews

4.2 out of 5 stars
4.2 out of 5
28 global ratings

Top review from Canada

Reviewed in Canada on December 18, 2011

Top reviews from other countries

Reg Nordman
5.0 out of 5 stars If you have anything to do with Selling ( and want to make more money) you need this book
Reviewed in the United States on June 14, 2011
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2 people found this helpful
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Scott S.
5.0 out of 5 stars Great book for senior leaders to salespersons
Reviewed in the United States on October 21, 2019
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Andrew Jacka
5.0 out of 5 stars Understandable, actionable and powerful
Reviewed in the United States on March 2, 2012
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2 people found this helpful
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Ed Kless
4.0 out of 5 stars Makes the complex topic understanding
Reviewed in the United States on June 30, 2009
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3 people found this helpful
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christopher provines
5.0 out of 5 stars Bring Pricing Concepts and Principles to the Masses
Reviewed in the United States on May 12, 2012
Verified Purchase
2 people found this helpful
Report abuse