Duration: 1:08:55 | Item: TS-002 | Paul Cherry asks: Do your salespeople complain that every important sale is being decided on price alone? Do they cut margins dangerously low to make the sale, even when they know they have the superior offering? Most sales executives, when asked, will say their sales force delivers value. But the reality is, when it comes down to making the sale, most salespeople still sell on price alone.
In this 60-minute webinar recorded on CD hear Paul explain why it doesn’t have to be that way. He’ll reveal the surprising outcomes of his latest research and describe a proven alternative to the price-driven sale.
Here’s a preview of what you’ll learn from this recorded webinar:
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. – Hint: It’s not about the products or services you sell, but how you approach the market and your customers.
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.
TeleSeminars offer audio recordings of PBR webinars, audio conferences and sales training workshops. Each audio presentation includes the question-answer session plus downloadable program notes in PDF format.
Two options:
1) Audio CD shipped to your address.
2) Downloadable ZIP file containing the MP3 audio.
