Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit by Tom Snyder & Kevin Kearns ISBN 9780071545839, 0071545832, B001JAHJGI instant download

Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit by Tom Snyder & Kevin Kearns ISBN 9780071545839, 0071545832, B001JAHJGI instant download

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

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