How to Sell at Margins Higher Than Your Competitors

Chapter One

Our basic problem has been our 14 quarters of losses. And that's because the price of the equipment we build has been less than the cost. -Norman J. Ryker

It is, indeed, an unfortunate fact: Most businesses fail. They start off, expand a lot or a little, and then they die. Statistically, 16 out of 17 businesses that start in the United States will fail and/or go out-of-business-most of them in the first two years of their existence. The average life expectancy of all businesses in the United States is estimated at 7.5 years. In fact, one of the headlines used to promote a series of highly successful business management seminars has been, If your business is not 8 years old, the odds are it never will be! No less a business giant than Thomas J. Watson, the builder of IBM, in the very first paragraph of his book, A Business and Its Beliefs, wrote:

Of the top twenty-five industrial corporations in the United States in 1900, on ... read full excerpt from How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee ebook