Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit
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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 bookSPIN Selling, Escaping the Price-Driven Saleshows you how to ensure that your customers will pay a premium for your service or product every time. The key is maste...
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 bookSPIN Selling, Escaping the Price-Driven Saleshows 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 Saleis 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: 1: Reveal an Unrecognized Problem that the customer is experiencing 2: Create an Unseen Opportunity for the customer 3: Develop an Unanticipated Solution to address the customer's problems 4: Become a Broker of Capabilities, not just a vendor of product and services
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