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Escaping the Price-Driven Sale
Webcast, 60 minutes
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?
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.
But how can you get your reps to stop selling on price? That’s the topic of this conference, by Paul Cherry, President of Performance Based Results and author of Questions That Sell (AMACOM Books). He reveals the surprising outcomes of the latest Performance-Based Results research and describe a proven alternative to the price-driven sale.
What you will learn from this recent webcast:
- 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.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
HOW TO ORDER
1. Online - Visa, MasterCard or American Express
2. Phone: 888-742-5060
ABOUT THE SPEAKER:
Paul Cherry
Paul Cherry is President of Performance Based Results, an international sales and leadership training organization and has taught more than 250,000 sales professionals to date. Johnson & Johnson, GlaxoSmithKline, Blue Cross, DuPont, Comcast, Moody’s, Shell Oil, Harley Davidson, and Wells Fargo are just a few of the 1,200 clients Paul has worked with.
He has written over 150 articles for leading industry publications, including Selling Power, Investor’s Business Daily, Sales Training Camp, RainToday, Master Salesmanship, and Value Added Selling, among others. Paul is also the author of Questions That Sell, published by AMACOM Books in 2006. Paul has more than 19 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul is also an adjunct faculty member at The University of Phoenix and a guest lecturer at The Iacocca Institute at Lehigh University.
