Escaping the price-driven sale: how world class sellers create extraordinary profit

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 valuefor consistent, successful sales. In an environment where brand allegiance isvirtually 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 Huthwaiteclients, 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 becomea broker of capabilities, not just a vendor of product and services.

• ISBN: 978-0-07-154583-9
• Editorial: McGraw-Hill
• Encuadernacion: Cartoné
• Páginas: 272
• Fecha Publicación: 01/01/2008
• Nº Volúmenes: 1
• Idioma: Inglés