Escaping the Price-driven Sale: How World Class Sellers Create Extraordinary Profit (ebook)

Argumento de Escaping the Price-driven Sale: How World Class Sellers Create Extraordinary Profit (ebook)

From the creators of SPIN Selling®--a groundbreaking strategy for selling at a premium priceevery 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 dont 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 Huthwaites 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 todays market that has irrevocably changed the nature of consultative selling
• Four strategies for selling at a premiumeven in acommoditized market
• How to create lasting behavior change, individually andorganizationally, to succeed in todays marketplace0