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

Hardcover | December 7, 2007

byTom Snyder, Kevin Kearns

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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

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From the Publisher

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 br...

From the Jacket

Over the last decade, the sales process has beencompletely 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, andcost controls, what matters is the exper...

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-aft...

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Format:HardcoverDimensions:272 pages, 9.1 × 6.3 × 0.9 inPublished:December 7, 2007Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071545832

ISBN - 13:9780071545839

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