Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit
Over the last decade, the sales process has been completely redefined . . .Brand allegiance is virtually nonexistent in today&#8217;s hypercompetitive market. Great products and services no longer earn high margins&#8212;they simply get a salesperson in the door. In an era of commoditization, buyer savvy, and cost controls, what matters is the expertise sellers bring to the table; expertise that enables them to deliver insight that creates value in the sales process itself.Escaping the Price-Driven Saleprovides a groundbreaking strategy for identifying and delivering the customer insight that will command a premium price every time. Filled with timely market research and real-world examples,Escaping the Price-Driven Saleis a practical guide for sellers and management alike.Escaping the Price-Driven Saleis grounded in 30 years of research conducted in the field with global companies by Huthwaite, Inc. The leading sales performance improvement firm in the world, Huthwaite has studied thousands of sales interactions and continuously tests and applies its research each year with clients worldwide.&#8220;Tom Snyder and Kevin Kearns focus on core requirements in a world where more buyers are a click away from price and feature comparisons: how to sell value and the skills needed to avoid commoditization.Escaping the Price-Driven Saleis an important and timely contribution from experienced and savvy practitioners.&#8221; &#8212;Frank V. Cespedes, Senior Lecturer, Harvard Business School, and Managing Partner, Center for Executive Development