Turbo-Charge Your Sales And Drive Continuing Success
Managing margins and effectively pricing their products and services remains, for many business-owners, a difficult subject. How do you set a premium price and ensure growth of sales into the future?
Leverage your margins to the extent that they could be expanded. While sales are important, margin is critical. Shift your thinking and effect a closer engagement with your clients, your team, your suppliers and the marketplace.
In this breakthrough book, you will discover how to:
- Understand how perception relates to premium pricing
- Put together better buying deals
- Reinvent your business to add more value
- Survey your clients to find their hidden wants
- Utilise better means of compensating your sales reps
- Effectively raise your pricing and increase your margins
A business owner himself, Russ has cracked the code on how to dramatically increase your business’ profitability through the mastering of premium pricing and margins. He worked with some very successful companies including ICI Australia, Hortico and Globe Australia before having an ‘entrepreneurial seizure’. Founding and leading Agriproducts and Willow Glen Produce, Agriturf soon followed, together with committee responsibilities within the Town and Country and Combined Rural Traders brands for Ruralco Ltd.
Russ then developed the Total Performance Centre (Sydney) to bring custom training initiatives for leading enterprises including Corinthian Doors, Speedrite Distributors, Nulon Products, Scuba Industries of Aust., Legion Cabs, Amber Tiles and Powerhouse Group.
A business owner himself, Russ has cracked the code on how to dramatically increase your business’ profitability through the mastering of premium pricing and margins. He worked with some very successful companies including ICI Australia, Hortico and Globe Australia before having an ‘entrepreneurial seizure’. Founding and leading Agriproducts and Willow Glen Produce, Agriturf soon followed, together with committee responsibilities within the Town and Country and Combined Rural Traders brands for Ruralco Ltd.
Russ then developed the Total Performance Centre (Sydney) to bring custom training initiatives for leading enterprises including Corinthian Doors, Speedrite Distributors, Nulon Products, Scuba Industries of Aust., Legion Cabs, Amber Tiles and Powerhouse Group.
Two projects particularly benefited from Russ’ leadership capability: the development of a national trading network for the Sir Walter turf grass brand, and establishing TC Advantage, the Australasian support business that became the best in the world for the development of TerraCottem®, a world-leading environmental technology.
Russ has developed and run training courses. This, with his business coaching and presentation skills, have led him to partner with Results Interactive Training, EMyth and Dale Carnegie® Training.
For the last three decades Russ has built and sold businesses based on one major factor: premium pricing. He now shares this extensive experience in mastering margins and premium pricing for any business owner wanting to dramatically increase their profits and grow their business.
I’ve known and worked with Russ James over many years, as a national sponsor of the leading industry Association, Parks and Leisure Australia. Throughout that time, I have admired his commitment to organisational partnership and quality management practices, hearing positive feedback from many of his clients. Russ adopts and embraces creative management methods, ensuring all people working with him grow both professionally and personally.
Garry HenshallRuss James is an unconventional package. His gift is an ability to look at things with fresh eyes and no assumptions: the ideas he shares here are the result. He’s an honest bloke, with a great heart, whose aim is simply to share what he believes so that we might side-step some of the pitfalls that lie waiting.
E DeFriestRuss James knows the game of selling and pricing inside-out. As a master of the complex sale, Russ taught me how selling starts with earning trust and building relationships. The lessons I learned from Russ have helped me navigate several successful negotiations.
Veechi Stuart (Curtis)I have known Russ as a client for over 20 years and he has represented our TerraCottem brand like no other in the world. In 2005, he took the bold step of creating a business exclusively around supporting our technology. We had faith it would work out and it did.
Russ matched an innate understanding of market reality with value propositions that saw his TC Advantage company grow as our largest distributor for nine of the last ten years.
I have come to trust Russ’ wisdom, judgement and patience as a friend, mentor and encourager.
Carol DevosRuss has built and sold businesses based on one major factor: premium pricing. Russ understands that business owners want to sell their companies for a premium price, but if they can’t create premium pricing in their own products and services, how are they going to exit the business with the money they deserve? Russ has learned that, when you increase margins across business, you don’t have to worry much about your competition or how you’re going to grow your business into the future.
Now he has laid out the truths about premium pricing in his new book, Winning Through Price Intimidation.
You’ll learn:
- Sales are not the most vital aspect of your business
- Competitive pricing puts you in a race to the bottom
- Great strategy is all about the voice of the client
- Quality & consistency win the long-term margin game