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Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit
by Tom Snyder, Kevin Kearns
from McGraw-Hill
Customer Reviews:
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Avg. Customer Rating: 5.0 / 5.0 
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A sales book that actually has actionable ideas!
I have literally read hundreds of books on "new" 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... more info
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Huthwaite has done it again!
Huthwaite, the premier researcher of successful seller behaviors and the creator of consultative selling SPIN Selling, has researched 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... more info
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A Must-Read for those seeking to build Value to their Customers
Escaping the Price Driven Sale, by Tom Snyder and Kevin Kearns
For some time, organizations have recognized that products and services continue to become more and more commoditized. As a result, customers want either the cheapest price for these "commodities" or they want something of value above and beyond the products and services. We know this. We have all paid more for the same product when we feel that we are getting that "something extra" that adds value. That may be why you are shopping on... more info
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"Salespeople need to wake up to the new reality"
For the record, the quote in my review title is from page 10. "Escaping The Price-Driven Sale" bills itself as being "From the creators of SPIN Selling," even though its author, Neil Rackham, is not directly involved. Rackham is the founder and president of Huthwaite Inc., while "Escaping" authors Tom Snyder and Kevin Kearns are its Senior VP of Strategy and Business Development and CEO, respectively.
That said, my initial impression of the book is that it draws a direct connection to the importance of... more info
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