My Account Details

ISBN10: 0071545832 | ISBN13: 9780071545839

Step 1 . Download Adobe Digital Editions to your PC or Mac desktop/laptop.
Step 2. Register and authorize your Adobe ID (optional). To access your eBook on multiple devices, first create an Adobe ID at account.adobe.com. Then, open Adobe Digital Editions, go to the Help menu, and select "Authorize Computer" to link your Adobe ID.
Step 3. Open Your eBook. Use Adobe Digital Editions to open the file. If the eBook doesn’t open, contact customer service for assistance.
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 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
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
Need support? We're here to help - Get real-world support and resources every step of the way.