Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit [NOOK Book]

Overview

From the creators of SPIN Selling?--a groundbreaking strategy for selling at a premium price every time.



Do you frequently discount to win business? Do your customers ignore the differentiators you ...

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Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit

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Overview

From the creators of SPIN Selling®--a groundbreaking strategy for selling at a premium price every time.



Do you frequently discount to win business? Do your customers ignore the differentiators you believe you bring to the marketplace? Does your brand seem to matter less to customers today?



Great products, stellar service, and a strong brand are just prerequisites today. They no longer differentiate. If you don’t do something radically different soon, you will become unnecessary to customers.



Integrating the most comprehensive research in the selling profession with years of realworld application by leading sales organizations, Huthwaite, Inc., creator of SPIN Selling®, brings you Escaping the Price-Driven Sale. This book builds on Huthwaite’s history of providing groundbreaking concepts with straightforward guidance for execution.



Sellers who master requisite new skills can dominate their market and virtually eliminate their competition. Those who fail to make the adjustment are doomed to irrelevance.



Escaping the Price-Driven Sale reveals how sellers can become differentiators themselves by providing insight that customers cannot find elsewhere.



In this book you will discover:



  • The tectonic shift in today’s market that has irrevocably changed the nature of consultative selling


  • Four strategies for selling at a premium—even in a commoditized market


  • How to create lasting behavior change, individually and organizationally, to succeed in today’s marketplace


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Product Details

  • ISBN-13: 9780071631617
  • Publisher: McGraw-Hill Education
  • Publication date: 12/7/2007
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 272
  • Sales rank: 900,221
  • File size: 4 MB

Meet the Author

Tom Snyder is Huthwaite’s SVP of Strategy and Business Development. Tom advises thousands of sales decisionmakers each year on topics such as consultative selling in major sales organizations, creating client value, and innovative ways to strengthen competitive differentiation in an increasingly crowded marketplace. Tom is a sought-after speaker and was recently named one of the Top 100 Most Influential Sales Leaders.



Kevin Kearns is CEO of Huthwaite, Inc. He has reinvented Huthwaite to focus on client results while at the same time achieving record growth. Kevin advises Fortune 500 executives, leads discussions on pressing business issues with company leadership, and is frequently quoted in leading business journals throughout the world.

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Table of Contents


Value Creation and the Consultative Seller
What the Customer Wants     3
Discovering the Unrecognized Problem     19
Identifying the Unanticipated Solution     47
Value Creation and the Strategic Seller
The Essentials of Commercial Enterprise     79
Exploring the Unseen Opportunity     103
Broker of Strengths: Cross-Selling     121
Execution
Adapting to the Changing Marketplace     145
Questioning Skills: The Client Insight Creator's Best Friend     159
Because Change Is Not an Option     185
Index     217
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