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Amacom

Pricing for Profit: How to Command Higher Prices for Your Products and Services

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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. Filled with easy-to- use formulas, sample scripts, clear examples, instructive exercises, and more, this accessible and practical guide is a must-read for business people who want to be well paid for the value they provide. Read more

Publisher ‏ : ‎ Amacom Books (January 1, 2009)


Language ‏ : ‎ English


Hardcover ‏ : ‎ 217 pages


ISBN-10 ‏ : ‎ 0814415172


ISBN-13 ‏ : ‎ 77


Item Weight ‏ : ‎ 1.1 pounds


Dimensions ‏ : ‎ 6.5 x 1 x 9.5 inches


Best Sellers Rank: #2,486,083 in Books (See Top 100 in Books) #6,370 in Sales & Selling (Books) #10,889 in Marketing (Books)


#6,370 in Sales & Selling (Books):


#10,889 in Marketing (Books):


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Top Amazon Reviews

    • If you sell you need this book
This is a very useful book and it may have been the basis for quotes I have found in other later books. It is an easy to read combination of strategy and tactics with good examples . Core to his thesis is that most owners do not know how to monetize the intrinsic value in their offerings. At Rocket Builders we could not agree more. I was taken with his analysis of value and price buyers. Over the past few weeks I used this idea while looking at various people in their sales role and their own approaches to pricing. Results have been very interesting to say the least. In this book I have found lots of truths that others believe as well. E.g. Using low prices to market your offerings sends the wrong signal to the market. Price buyers are not loyal Buyers will find the money if the offer is truly important to them New product launches are when you can command premium prices, prices denied to the competition Combine the bottom line impact with personal goal achievement and you can get the premium price Bundling helps you achieve the price you want. The use of options in premium pricing Companies fail in marketing through telling what they do vs what the customer wants. Most of the marketing material you receive is of not use to the buyer and they are telling you so. This book will be on my reading shelf for quite some time. You should get it too. ... show more
Reviewed in the United States on June 10, 2011 by Reg Nordman
    • Useful to Sales Trainers
I am responsible for the training of several hundred sales associates and have found this book extremely useful. With the change in the economy we have found that our customers insist on us bringing more value to their operations, however, price is becoming more of an issue. By using information contained in Pricing for Profit we are able to garner more business than our competitiors. Thanks go to Dale for helping us all be more profitable. ... show more
Reviewed in the United States on February 19, 2010 by Neil Kreeck
    • Great book
The book contains everything you need to set and justify prices both in B2B and B2C environment. I was extremely pleased that the author goes beyond and pay attention to keeping profitable prices in spite of depressed economy and other challenges from competitors, technology and so on. The only serious drawback of the book is that it suppose in person sale. So purchases over the Internet are mostly not covered. But it is compensated by a chapter on marketing messages that could be placed on your site. The other drawbacks of the book include crazy font of Kindle edition and fancy examples such as bundling Apple computers with some software to target different stages in customer life. Also the author adhere to the opinion that people (and your salespeople too) could be clearly divided into price buyers and value buyers, and price buyers are always seeking just the lowest prices. I personally think that it is too simplistic and very few people act as price buyers only in all circumstances. But all described drawbacks are insignificant compared to knowledge, skills and mindset you get as a result of reading this book. ... show more
Reviewed in the United States on January 5, 2014 by FM
    • Surprisingly Helpful to Home-based Business Owner
I never imagined that this book would resonate with me as much as it did. As a home-based business owner, I didn't believe that I could learn so much about rates, and pricing, that would translate into a renewed sense of value in everything that I do. I don't think I'll ever be tempted to 'discount' or lower my rates for any reason, now that I have a better understanding of what that means about me, and my business. I highly recommend this book for any entrepreneur in any level of their business. It's a great resource and provides me with incredible knowledge that will help me and my clients increase their success and profitability. Jeannine Clontz [....] ... show more
Reviewed in the United States on December 2, 2009 by J. Clontz
    • The book that open my eyes about pricing
This book open my eyes about the REAL cost and profit of my product and services. I raised my prices immediately after reading this book. Customer didn’t care. I loved the chapter about price and value customers, I loved the chapter about bundles. I highly recommending this book , written with very specific examples for each case study. Very professional and knowledgeable author, his experience and expertise are gold. Very clear and easy reading. You will learn a lot, I know I did. ... show more
Reviewed in the United States on July 12, 2019 by Online business owner
    • " I liked this book more
I read this book shortly after reading "Pricing with Confidence." I liked this book more, as it was geared toward B2C organizations. But, like "PWC", there were no great revelations.in this book either.
Reviewed in the United States on August 6, 2015 by MLeland
    • A Must Read!
Dale is a personal friend and a very smart man. His pricing strategies are genius! Pay attention to the counter-intuitive stuff. That's where the real breakthroughs come!
Reviewed in the United States on April 4, 2013 by Dr. Annette Vaillancourt
    • Five Stars
Highly recommend all of Dale's writings and classes.
Reviewed in the United States on June 3, 2016 by MMW

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