How to Sell at Margins Higher Than Your Competitors Quotes

“Surprisingly, most entities that go broke do it during a period of an increase in sales volume. This statement shocks most people (especially those involved with sales) because most everyone mistakenly believes that a business fails as a result of a lack of sales volume. The facts are, however, that business is not a game of volume. Business is always a game of margin. If a business doesn’t maintain gross margin at an adequate level, it is going to go bust, regardless of its sales volume.”
― Lawrence L. Steinmetz, How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee

“They can sell at that price—and go broke and you can, too! If you base your price on your competitor’s price—and they are going broke—you will, too. Typically, someone among your competition is going broke and usually is cutting prices on the way out. Owen Young, who is credited with having built General Electric, once said, “It’s not the crook we fear in modern business; rather it’s the honest guy who doesn’t know what he is doing.”
― Lawrence L. Steinmetz, How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee

“If anything occurs that causes your price to go down, it’s a self-inflicted wound.”
― Lawrence L. Steinmetz, How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee

“the price of the equipment we build has been less than the cost.”
― Lawrence L. Steinmetz, How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee

“Because it often proves difficult to downsize a work force even if people don’t have anything to do.”
― Lawrence L. Steinmetz, How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee