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 when your customer is not ready to buy.
- It's not about offering value, it's about creating value.
- 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.
- Keeping your marketing and sales message in sync by driving value.
- 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.
