Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit
McGraw-Hill Professional (Verlag)
9780071545839 (ISBN)
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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 sellingFour strategies for selling at a premium—even in acommoditized marketHow to create lasting behavior change, individually andorganizationally, to succeed in today’s marketplace
Tom Snyder is Huthwaite's SVP of Strategy and Business Development. Tom Advises thousands of sales decision-makers 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-after speaker and was recently named one of the Top 100 Most Influential Sales Leaders. Kevin Kearns is CEO of Huthwaite, Inc. He has reinvented Huthwaite to focus on client results while at the same time achieving record growth. Kevin advises Fortune 500 executives, leads discussions on pressing business issues with company leadership, and is frequently quoted in leading business jounals throughout the world.
Part 1: Value Creation and the Consultative Seller
1. What the Customer Wants
2. Discovering the Unrecognized Problem
3. Identifying the Unanticipated Solution
Part 2: Value Creation and the Strategic Seller
4. The Essentials of Commercial Enterprise
5. Exploring the Unseen Opportunity
6. Broker of Strengths: Cross-Selling
Part 3: Execution
7. Adapting to the Changing Marketplace
8. Questioning Skills: The Client Insight Creator’s Best Friend
9. Because Change Is Not an Option
Index
author
| Erscheint lt. Verlag | 16.1.2008 |
|---|---|
| Sprache | englisch |
| Maße | 160 x 231 mm |
| Gewicht | 493 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-13 | 9780071545839 / 9780071545839 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
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