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Lawrence L. Steinmetz, Ph.D. , a former professor of management at the Graduate School of Business at the University of Colorado, has become well-known for his work in getting profitable results in business. Recently, his field of concentration has been in the areas of how to successfuly raise prices and maintain high profit margins.

He has educated hundreds of thousands of businesspeople all over the country at both public and private versions of his many seminars and is considered one of the nation's foremost authorities in getting top dollar for one's products and services.

Larry is a very dynamic speaker whose messages are not only educational but also entertaining.  Presidents and owners of companies, as well as sales and marketing people, advertising and pricing personnel have given international acclaim to Larry's seminars.  His material is developed via hands-on, no-holds-barred, take-no-prisoners, analyze the real-world techniques.  His own personal experiences at both selling and teaching make him one of the outstanding individuals who can develop unrealized talents in ambitious people.

High Yield Management, Inc. was started in 1968.  In its original form, High Yield Management was put together to do research work and preparation of convention presentations, workshops, seminars and industry training programs for various trade associations.

This basic concept of High Yield Management exists today, in addition, High Yield Management, Inc. now offers public seminars and customized in-house programs for public and private companies. We specialize in sales and marketing training with our primary focus on selling at prices higher than your competitors and maintaining profitable margins for your company.

All of Larry's degrees, to include his Ph.D. are in Business Administration. Larry currently operates four small businesses himself, serving as President of High Yield Management, Inc. in Boulder, Colorado. He is on the Board of Directors of several companies throughout the United States and is the author of 13 books.

There is not a single contemporary sales topic or area of selling specialization that is of concern greater than the secrets behind battling the plethora of lower-priced competitors in today's marketplace.  Larry Steinmetz, PhD addresses these problems in this program. Larry’s topic clearly has become the subject of an unparalleled level of broad, universal concern across all sales organizations, regardless of product, price point, service or offering.  It is ever more critical today in the wake of rising costs, increased competition, and a marketplace that is more and more crowded virtually daily with low-price providers, product and service discounters and those endeavoring "to do it themselves and cut out the middle man".

In 1992, Dr. Lawrence L. Steinmetz published a book titled How to Sell at Prices Higher than Your Competitors: The Complete Book on How to Make Prices Stick.  He began leading seminars on the topic – and sold out virtually every one of his seminars over a 12-year period – more than 2,000 seminars!

In this seminar, custom designed for the customer, Larry will deal with the topic of selling against lower-priced competition, price cutters, and do-it-yourselfers.  The matter of how to cope with "I can get the same product/service cheaper from your competitor" and other such topics will be dealt with authoritatively and in an up-to-date manner.  Far from merely urging sales organizations and salespeople to “hold the line,” Larry will show how to do so-- how to handle customers who insist one "sweeter deals", how to determine when a customer is not really being truthful when he/she says they have a better deal from your competitor, how to respond to customers who are beating you up on price or demanding more, better and/or free services at the same (or lower) price or fee, and exactly how participants can understand and use the philosophy, strategy, and tactics that are used by successful sales people to gain and sustain profitable prices, margins, rates and fees in dealing with their clientele.

There is not one industry that does not face lower-priced competition today.  Whether it is manufacturing, industrial sales or a service such as the travel business, whether the business is complex or simple, business-to-business, or a business-to-consumer sale, the challenge is universal.  At the end of this program participants should know how to handle price competition and pressures to cut their fees and rates and how to avoid unnecessarily cutting their prices, fees or rates, even in the face of price cutting competitors. 

His topics include:

• How to Sell at Prices Higher than Your Competitors
• How to Make your Prices Stick
• How to Maintain a High Gross Profit Margin
• Pricing by Objectives
• High Yield Management

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