Escaping the Price-Driven Sale

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.

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.