Huthwaite has done it again! | Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary...

A New Perspective | Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit | Tom Snyder, Kevin Kearns

books:


	• Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit Tom Snyder, Kevin Kearns McGraw-Hill, 2007 - 272 pages average customer review:based on 7 reviews view larger image
	for more information click here

highly recommended

A sales book that actually has actionable ideas!

I have literally read hundreds of books on "new" class="textlinks">sales ideas over the years. While they usually offer good reinforcement, rarely have I seen anything that was "new." This book, "Escaping the Price Driven Sale" is actually different!

The book goes well beyond simple consultative selling models to bring forth insightful and actionable sales ideas. I like that this is a fact-based and proven sales approach, as it was created from rigorous sales research in a variety of industries. So, regardless of what industry you work in, if you really want to improve your sales success in a competitive marketplace, this is a "must have" book.

We have already begun to incorporate several of the book's sales insights into our practices and they have been very well received by our sales force. Whether you are a sales person or a sales manager, Tom Snyder's book provides you with a detailed roadmap of how to begin to rise above a price driven sales mentality. "Escaping the Price Driven Sale" is an investment in your personal sales success that is well worth the money!

Jim Griesing
VP Sales, The Hartford P&C

for more information click here

Huthwaite has done it again!

Huthwaite, the premier researcher of successful seller behaviors and the creator of consultative selling SPIN Selling, has researched class="textlinks">how world-class sellers sell value and create extraordinary profit. In what I consider a landmark book that provides incredible insight and a roadmap for salespeople and sales organizations to incorporate these skills and practices, the Huthwaite organization has once again raised the bar for professional salespeople.

By reviewing thousands of transactions in which buyers did not select the low-priced provider despite the fact that the sellers' offerings appeared to be the same, the authors (both executives with Huthwaite) identified the four value-drivers (Client Insight Creators) critical to successful complex sales.

In an unusually clear and succinct style, the authors explain how the combination of the seller's business acumen, industry knowledge, and questioning skills can drive value by allowing the client to gain insight about Unrecognized Problems, Unanticipated Solutions, and Unseen Opportunities within their business as well as to see value in the salesperson as a Broker of Strengths (cross-selling).

These insights alone would have made it a great addition to any professional salesperson's library, but the authors incorporated the essentials of the business enterprise to enhance the financial literarcy of the reader and to emphasize the point that value at the C-level is created by focusing on business results and creating opportunities.

Finally, Part 3 of the book focuses on a realistic execution plan for both the salesperson and the sales organization to incorporate these value-selling skills into the workplace.

This combination of research-based insight into value-selling, a focus on the importance of business acumen, and a roadmap for implementation that is presented in a convincing and clear manner makes this book a landmark in the history of sales training.

for more information click here

A New Perspective

There were several "Aha's" for me in this book.

1. A new perspective on the value equation: value = cost - benefit; whereby value is increased by your product and service in addition to discovery and insight. In essence you dramatically increase your value to your client by the client's discovery of things they need to know that they may not or cannot see and their insight beyond their current paradigm.

This gives rise to the second "Aha."

2. There are four quadrants that define the value equation:

a) The "Unrecognized Problem," or the underlying problem the client does not see needs resolving that is the solution to their problem.
b) The "Unanticipated Solution," or the complete solution beyond the obvious and standard limited solution they may have thought was required.

These approaches are commonly termed "Consultative Selling."

c) "Unseen Opportunity," or the opportunity to provide greater products and/or services based on the expanded perspective of the client due to the unanticipated solution.
d) "Broker Of Strengths," or the ability to cross-sell products or services to meet the full need of the client's experience based on new and unseen opportunities.

This is "Strategic Selling."

This was a great book; 4.5 stars and is highly recommended!

for more information click here

Escaping the Price Driven Sale

Maybe as I am not up with the latest selling techniques, this book went right over my head. I certainly found it very hard to read, but maybe that is because I am one of the older class="textlinks">sales brigade (I am in my mid-60's). I will admit that selling (especially in a mature market, such as photocopying systems which I sell) has changed immeasurably since the internet gave prospective clients so much information and product knowledge. However I still think that there must be some authors out there, that can explain this book's topics, in a much easier to read manner, than what I have just tried to read. (But of course I may very well be wrong)

for more information click here

Follow up book to SPIN Selling series

Well written, good follow up. Reviews some of the material from the other books, good for someone who has not been introduced to SPIN selling in the past. I would recommend the whole series to anyone who is interested in becoming a professional class="textlinks">sales person or increasing their skills and success in the sales field.

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 to customers 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 class="textlinks">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 selling Four strategies for selling at a premium?even in a commoditized market How to create lasting behavior change, individually and organizationally, to succeed in today?s marketplace

for more information click here

reviews: page 1, 2

hot