Over the last decade, the sales process has been
completely redefined . . .
Brand allegiance is virtually nonexistent in today’s hypercompetitive market. Great products and services no longer earn high margins—they simply get a salesperson in the door. In an era of commoditization, buyer savvy, and
cost controls, what matters is the expertise sellers bring to the table; expertise that enables them to deliver insight that creates value in the sales process itself.
Escaping the Price-Driven Sale
provides a groundbreaking strategy for identifying and delivering
the customer insight that will command a premium price every time. Filled with timely market research and real-world examples,
is a practical guide for sellers and management alike.
is grounded in 30 years of research conducted in the field with global companies by Huthwaite, Inc. The leading sales performance improvement firm in the world, Huthwaite has studied thousands of sales interactions and continuously tests and applies its research each year with clients worldwide.
“Tom Snyder and Kevin Kearns focus on core requirements in a world where more buyers are a click away from price and feature comparisons: how to sell value and the skills needed to avoid commoditization.
is an important and timely contribution
from experienced and savvy practitioners.” —Frank V. Cespedes, Senior Lecturer, Harvard Business School, and
Managing Partner, Center for Executive Development