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

ISBN-10: 0071545832

ISBN-13: 9780071545839

Edition: 2008

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Book details

List price: $32.00
Copyright year: 2008
Publisher: McGraw-Hill Companies, The
Publication date: 12/7/2007
Binding: Hardcover
Pages: 240
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 0.572
Language: English

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.

Value Creation and the Consultative Seller
What the Customer Wants
Discovering the Unrecognized Problem
Identifying the Unanticipated Solution
Value Creation and the Strategic Seller
The Essentials of Commercial Enterprise
Exploring the Unseen Opportunity
Broker of Strengths: Cross-Selling
Execution
Adapting to the Changing Marketplace
Questioning Skills: The Client Insight Creator's Best Friend
Because Change Is Not an Option
Index
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