Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit (MARKETING/SALES/ADV & PROMO) - Hardcover

Snyder, Tom; Kearns, Kevin

Hardcover

ISBN 10: 0071545832 ISBN 13: 9780071545839

Publisher: McGraw Hill, 2008

Synopsis

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 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 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 acommoditized market
• How to create lasting behavior change, individually andorganizationally, to succeed in today’s marketplace

About this title

Synopsis:

This book address the number 1 issue facing sales professionals today! It comes from the company that brought you "SPIN Selling" - a guide to driving value for consistent, successful sales. In an environment where brand allegiance is virtually non-existent, what sells is the expertise you bring to the table-the ability to create value in the sales process itself. Huthwaite, the global leading sales performance firm, conducted groundbreaking research to discover what customers find valuable, and now translates the results into action steps you can use as a sales profesisonal. The follow-up to Huthwaite's bestselling book "SPIN Selling", "Escaping the Price-Driven Sale" shows you how to ensure that your customers will pay a premium for your service or product every time. The key is mastering four value drivers that are the heart of every successful transaction.Featuring case studies of leading global companies and Huthwaite clients, this breakthrough guide empowers you to successfully create value where the competition fails. The sales profession is like any other - change or die.

Kearns and Snyder offer a way to transcend the commodity, price-driven sale and be seen as a trusted advisor by your customer. "Escaping the Price-Driven Sale" is a practical guide for salespeople to create value by identifying unrecognized problems, offering unanticipated solutions, and capitalizing on unseen opportunities. Salespeople, it's simple - up your game or be replaced. Four constants for successful selling are: reveal an unrecognized problem that the customer is experiencing; create an unseen opportunity for the customer; develop an unanticipated solution to address the customer's problems; and become a broker of capabilities, not just a vendor of product and services.

From the Back Cover:

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

About this edition

• Publisher: McGraw Hill
• Publication date: 2008
• ISBN 10: 0071545832
• ISBN 13: 9780071545839
• Binding: Hardcover
• Number of pages: 240