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

by Kevin Kearns, Tom Snyder

Overview

Over the last decade, the sales process has been

completely redefined . . .

Brand allegiance is virtually nonexistent in today’s hypercompetitive market. Great products and services no longer earn high margins—they simply get a salesperson in the door. In an era of commoditization, buyer savvy, and

cost controls, what matters is the expertise sellers bring to the table; expertise that enables them to deliver insight that creates value in the sales process itself. Escaping the Price-Driven Sale provides a groundbreaking strategy for identifying and delivering

the customer insight that will command a premium price every time. Filled with timely market research and real-world examples, Escaping the Price-Driven Sale is a practical guide for sellers and management alike.

Escaping the Price-Driven Sale is grounded in 30 years of research conducted in the field with global companies by Huthwaite, Inc. The leading sales performance improvement firm in the world, Huthwaite has studied thousands of sales interactions and continuously tests and applies its research each year with clients worldwide.

“Tom Snyder and Kevin Kearns focus on core requirements in a world where more buyers are a click away from price and feature comparisons: how to sell value and the skills needed to avoid commoditization. Escaping the Price-Driven Sale is an important and timely contribution

from experienced and savvy practitioners.” —Frank V. Cespedes, Senior Lecturer, Harvard Business School, and

Managing Partner, Center for Executive Development

Product Details

ISBN-13:	9780071545839
Publisher:	McGraw Hill LLC
Publication date:	11/16/2007
Edition description:	List
Pages:	240
Product dimensions:	6.00(w) x 9.00(h) x 1.00(d)

About the Author

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 jounals throughout the world.

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.

Table of Contents

Part 1: Value Creation and the Consultative Seller
1. What the Customer Wants
2. Discovering the Unrecognized Problem
3. Identifying the Unanticipated Solution
Part 2: Value Creation and the Strategic Seller
4. The Essentials of Commercial Enterprise
5. Exploring the Unseen Opportunity
6. Broker of Strengths: Cross-Selling
Part 3: Execution
7. Adapting to the Changing Marketplace
8. Questioning Skills: The Client Insight Creator’s Best Friend
9. Because Change Is Not an Option
Index
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