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

SNYDER

Couverture rigide

ISBN 10 : 0071545832 ISBN 13 : 9780071545839

Editeur : McGraw Hill, 2007

Synopsis

From the creators of SPIN Selling(R)--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(R), 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

A propos du livre

À propos des auteurs

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-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 journals throughout the world.

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.

Détails de l'édition

• Éditeur: McGraw Hill
• Date d'édition: 2007
• Langue: anglais
• ISBN 10: 0071545832
• ISBN 13: 9780071545839
• Reliure: Relié
• Numéro d'édition: 1
• Nombre de pages: 234
• Coordonnées du fabricant: non disponible
• Personne responsable: gpsr@libri.de; gpsr@libri.de; ; Friedensallee 273; Hamburg; 22763; Allemagne