Tom Snyder – författare

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:

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 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:

Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . .

Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it?

Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions.

Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains:

Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it?

If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.