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

by Snyder, Tom; Kearns, Kevin

• ISBN13: 9780071545839
• ISBN10: 0071545832
• Edition: 1st
• Format: Hardcover
• Copyright: 2007-12-07
• Publisher: McGraw-Hill Education

Summary

From the creators ofSPIN 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 tocustomers 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 ofSPIN Selling, brings youEscaping 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 Salereveals 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 premiumeven in acommoditized market How to create lasting behavior change, individually andorganizationally, to succeed in today's marketplace

Author Biography

Tom Snyder is Huthwaite Inc.'s Senior Vice President of Strategy and Business Development. Tom advises thousands of sales decision-makers each year on topics such as consultative selling in major sales organizations, creating client value and innovative ways to strengthen competitive differentiation. Tom was recently named one of the Top 100 Most Influential Sales Leaders.

Kevin Kearns is the Chief Executive Officer of Huthwaite Incorporated. He has reinvented Huthwaite to focus on driving results for clients while at the same time achieving record growth for the company. Kevin frequently advises Fortune 500 company executives; leads discussions of pressing business issues with company leadership teams and is frequently quoted in leading business journals.

Table of Contents

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