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

by Tom Snyder

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 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 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

Genres: Business, Nonfiction

Paperback

First published November 16, 2007

Reviews

[Ryan Barretto · Rating 5 out of 5]

An outstanding book. It clearly details how to distinguish yourself from the pack, and position yourself as an expert. Customers today, will value your expertise, more than the product you are selling. The last few chapters on change are simple, powerful eye openers.

This book is going to be a ready reckoner for me, going forward.

[Dan · Rating 5 out of 5]

Want change, New Concepts & ideas about how to increase your sales, buy the book

I really enjoyed reading this book, knowing that people don't like change, that much, but they want to change, I found this book a delightful read, understanding that people like to work in context, but I found out that without problems in this world, no matter how trivial or little, there lot's concepts and ideas to help you gain those sales, it defently helped me boost my business to the next level, want more concept and ideas read the book, but if you really want to well in sales and marketing blue print road to success, visit www.Dan-quay.com for more details

[Semi-Academic Eric]

This interesting book would best be read when one poises oneself in the rare yet valuable position of selling a quality product with enough complexity and a margin that pays for the time it takes to engage in quality consultative selling with clients.

Page 31 is telling:
'His extra effort gave him serious credibility and leverage... When it came time to discuss his products, there was no negotiation on price. He was able to sell at a premium because he had already created tremendous value for the customer. Just as a side note, Bob worked for a company that believed in motivating its salespeople. He was well coached, and was handsomely rewarded for success in his compensation package. This enabled him to sell confidently and professionally.'

Which comes first: working for such a company or studying about the methods employed there? It would seem that studying this too early would cause one to lose it from memory before one has a chance to use it.

The Bob referred to in this quote, and the story it came from, had already acquired the expertise as an engineer and a job in the company that paid him to do his consulting. Maybe it would be best for someone to acquire that type of expertise first... except, of course, that communication is its own particular type of expertise.

[Lawson Hembree · Rating 5 out of 5]

Are you tired of annoying salespeople? Escaping the Price-Driven Sale encourages a consultative and strategic approach to marketing and sales that constantly adds value for the client or prospect. The salesperson can do this through discovering unrecognized problems, identifying unanticipated solutions, exploring unseen opportunities, and brokering strengths. This is a helpful read for anyone involved in high-value sales that will set you apart from the competition.

[Bruce Flanagan · Rating 5 out of 5]

Awesome book, A must have for anyone involved in Business

[Michael Foley · Rating 3 out of 5]

Pretty good info, but was lacking examples and sample conversations. I felt the advice was great but It didn't get into specifics of how the lessons can be applied in everyday selling interactions.