Stop Commoditizing the Product! How Your Sales Reps Create Price Sensitivity

Duration: 60 minutes

Why do so many potential buyers beat your sales team up on price? Usually because your reps let them. Without knowing it, salespeople often say and do things that open the door for prospects to label your product or service as a commodity -- and the focus of the discussion turns to price and price alone. This program will get them back on track with a seven-step sales process that truly differentiates your products and brings in higher margins across your team. (more details below)


WHY ATTEND

Prospects will do whatever it takes to commoditize your product.

They gather all your information up front—price, terms, guarantees, conditions, service and creative ideas. Then they leverage their position as savvy, informed buyers, beating you up on price and pitting you against your competitors.

Prospects aren’t bad people. They’re just looking out for their own interests. And it works because most salespeople go along with it.

Is this really the way you want to spend your sales career?

You don’t have to. Instead, sales expert Rick Ferrell will show you the four biggest mistakes salespeople make that allow prospects to control sales and commoditize products.

  1. They don't protect their own assets
  2. They rely on feature and benefit selling
  3. They aren't keenly aware of the customer's buying process
  4. They lack a disciplined sales process of their own

LEARNING OBJECTIVES

In this webinar, your reps will learn a disciplined 7 step sales process that levels the playing field and puts them in control of the conversation. At the end of this conference they will understand:

  • How to establish a selling methodology that will maximize your leverage and gain your control in the sales process.
  • How to get “no’s” fast and lose quickly when you are at a severe disadvantage so you can still maintain your assets of time, information, expertise, relationships and self-concept.
  • How to make the transition from transactional seller to strategic seller. 
  • Why the best presentation is no presentation at all.
  • How to get a better yield and close more sales at higher margins

          ABOUT THE SPEAKER

          Richard P. Farrell is President of Tangent Knowledge Systems. Having been responsible for sales and business development for 25 years, Richard brings a tremendous depth of experience and results to his audiences. His passionate, provocative and interactive style encourages audience participation, learning, and improvement while providing practical, usable “time tested” information. Richard stresses a non-selling posture that allows the sales person to play the role of a “change agent” rather than a product-centric transactional sales person.

          He has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In working with his clients Richard has helped identify performance gaps and provided sales plans to help track, measure and execute objectives to increase the company’s bottom line.

          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

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