Escaping the Price-Driven Sale

Tuesday, January 8, 2019 at 1pm ET           Duration: 60 minutes

Do your salespeople often complain that important sales are being decided on price alone? Are they repeatedly cutting margins to make the sale? 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. This webinar shows how to prevent price from driving the sale. (more details below)


WHY ATTEND

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. He’ll reveal surprising outcomes of research on buyer behavior and describe a proven alternative to the price-driven sale.

    LEARNING OBJECTIVES

    In this webinar, you will learn:

    • The dangers of presenting your products as the centerpiece of your value proposition 
    • How to determine what constitutes “value” for each customer 
    • Why your expertise is the key component of value creation 
    • The three drivers of customer value, and how to deliver on each 
    • The surprising tactics that your salespeople can use to 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. 

                            ABOUT THE SPEAKER

                            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, US Department of Energy, Blue Cross, DuPont, 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 200 articles for leading industry publications and is the author of Questions That Sell (AMACOM) and Questions That Get Results (John Wiley & Sons). Paul has more than 20 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul teaches at The Iacocca Institute at Lehigh University.

                            What You Get With Each Option

                            Live Recording

                            Live Only

                            Participation in the live upcoming webinar

                            Recording

                            Recording Only

                            Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

                            Live and Recording

                            Live + Recording

                            Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

                            Event Package

                            Event Value Pack

                            Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

                            What You Get With Each Option close

                            Live Recording

                            Live Only

                            Participation in the live upcoming webinar

                            Recording

                            Recording Only

                            Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

                            Live and Recording

                            Live + Recording

                            Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

                            Event Package

                            Event Value Pack

                            Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

                            About Webinar Connections close

                            Each purchase is for ONE computer to access the session.
                            A group may participate in a room together as long as only 1 computer is logged in.
                            If you need more than one computer to access the webinar, please call customer service at 888-479-2777.
                            A charge will apply for each connection.