In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins - short-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those focused on and "profitable sales. and " This eye-opening book shows readers how to: ? Avoid negotiating ? Actively listen to customers ? Match the benefits of their product or service with the customer's needs and pains ? Confidently communicate value ? Successfully execute a price increase with existing customers ? Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.