How to Escape the Price-Driven Sale - Nov. 18, 2008
Power Prospecting That Gets You Results - Dec. 10, 2008

Reminder – Next Webinar - Nov 18:
How to Escape the Price-Driven Sale

Do your salespeople complain that every important sale is being decided on price alone? Are they repeatedly cutting margins to make the sale, even when they know they have the superior offering? How can you get your reps to stop selling on price?

Many customers use price objections like a bludgeon. They beat up your sales reps on price, hoping they’ll cave in. Too often, they do, unaware that the customer would NOT have abandoned the sale if they’d stood firm on price and focused on value, which is what customers REALLY care about.

Join Paul Cherry on Tuesday, November 18, 2008 at 1:00 pm Eastern time for our next webinar: How to Escape the Price-Driven Sale. Learn how to get your reps to stop selling on price alone. Register Now.

MORE EVENT BENEFITS:

• The dangers of presenting your products and your company’s resume as the centerpiece of your value proposition
  
• Why offering Customer Value need not be trite or dull
• How to determine what constitutes value for each customer
• Why your expertise is the key component of value creation
• Why studying certain kinds of transactions reveals the TRUE definition of VALUE
• The three drivers of customer value, and how to deliver on each
• The secret that requires re-application of sales skills and re-orienting of marketing messages
• The surprising tactics that your salespeople and your organization can do to really minimize the price-driven sale.

By understanding what customers truly value, you can lower the importance of price in your customers’ purchasing decision process. Attend this event and you will come away with specific strategies you can employ now at your organization, to stop selling on price and begin to create real customer value – the kind that increases revenue. Register Now.

Upcoming Kiplinger Webinar - Dec 10:
Power Prospecting That Gets You Results

Have you ever called on a large organization and don’t know where to start? Ever dealt with a gatekeeper who’s job is to keep you out? Have you ever counted the number of voicemail messages you left in a single day and not one call was returned? And when you do get to talk to a prospect, how many times do you get cut off with the response, I'm not interested. No wonder why so many salespeople resist or fail at prospecting.

Let’s face it. Customers today are savvier, more price sensitive and have plenty of choices. Too much to do and not enough time, customers don't want to be interrupted by sales people. They’ve heard all the pitches on how they can save money, time, headaches, improve their bottom line, be more productive, and more.

Yet, prospecting is highly effective if it's done right. It’s the most powerful strategy to creating new business, targeting your most lucrative markets, selling at higher margins, and outpacing your competitors who complain how difficult business is.

WEBINAR BENEFITS
Learn how to sharpen your competitive edge and close more business with the latest prospecting strategies. Join us as we partner with Kiplinger on December 10 for this 90-minute interactive audio conference. Paul Cherry will be the speaker. You will discover plenty of tools, tactics and strategies that will enable you to:

• Overcome call reluctance.
• Uncover those hard to find contacts.
• Create powerful voicemail messages that prompt call backs.
• Craft custom tailored emails that get immediate responses.
• Secure more appointments.
• Manage objections with confidence.
• Build instant rapport with gatekeepers.
• Create a potent pipeline of highly qualified leads.
• Gain access to the right people.
• Instill instant credibility and trust that differentiates you from your competitors.
• Register Now.