Negotiating isn’t always in a business’s best interest. This powerful guide explains how to increase your sales--and do so while selling at a higher price.

New data collected by Hay Group management consultants suggest that many high-potential employees are also frustrated employees. Individuals who are highly engaged but face barriers at work preventing them from doing their jobs effectively represent 20 percent or more of the workforce. That’s a whopping number, and one that provides a devastating critique of workplace cultures today, with their procedural red tape, ever-shifting priorities, and persistent demands to do more with less.

Over time these frustrated employees can be expected to disengage or leave in search of greener pastures. But the vast majority started as dedicated, hardworking employees eager to contribute to company goals. What happened?

For managers who are ready to face some painful truths, The Enemy of Engagement offers a rich, virtually untapped source for radically reducing frustration and improving productivity. Written by two leaders in Hay Group’s employee research division—which partners with Fortune magazine in identifying the “World’s Most Admired Companies”—the book uncovers a host of everyday ills that plague organizations: lack of training, inefficient work-flows, poor communication, and inadequate performance feedback. These are the kinds of nagging, ongoing management problems that contribute to long work hours, unhealthy stress levels, poor work-life balance . . . and high degrees of employee frustration.

The Enemy of Engagement not only pinpoints the organizational barriers that prevent high achievers from doing their jobs properly, it also offers practical, clearheaded advice for fixing the problems. You’ll learn how to ensure that your employees’ skills and abilities are put to best use, and to give them the resources they need—including clear goals and expectations and adequate information, decision-making authority, and collaborative support—to get the job done.

Everyone is under pressure in today’s competitive economy, but data show that the most successful organizations don’t meet their goals by squeezing employees a little more. Rather, they enable their best people to succeed. Now you can too with the eye-opening insights and strategies in The Enemy of Engagement.

This book teaches salespeople to rethink their approach to sales goals--so they not only sell a greater quantity but sell with the bottom line in mind.

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. By explaining how short-term strategies are destructive to the long-term sustainability of a business, High-Profit Selling helps salespeople instead focus their energy on “profit sales” that successfully execute product price increases while maintaining and strengthening current customer relationships.

In this invaluable resource, you’ll learn:

• how to avoid negotiating, actively listen to customers,
• match the benefits of products or services with customers’ needs and pains,
• confidently communicate value,
• and 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. High-Profit Selling teaches them to do away with this logic and instead make sales that satisfy and add value to both the client and company.