Escaping the price-driven sale: how world-class sellers create extraordinary profit

pt. 1. Value creation and the consultative seller. What the customer wants. Discovering the unrecognized problem. Identifying the unanticipated solution

pt. 2. Value creation and the strategic seller. The essentials of commercial enterprise. Exploring the unseen opportunity. Broker of strengths : cross-selling

pt. 3. Execution. Adapting to the changing marketplace. Questioning skills : the client insight. Creator's best friend. Because change is not an option.