EXECUTIVE EDUCATION

Selling on Value (and Not on Price)

Identify and Sell Value During the Sales Process

In a highly competitive sales environment, the tendency to compete on price puts increased pressure on margins and profitability. Too often, salespeople find it difficult to differentiate their companies from competitors in any way but price - but price-cutting is a losing proposition. This dilemma is faced by all business types – whether selling sophisticated high-tech products, intangible services, or individual/commodity products.

This seminar presents an alternative to competing on price. It offers instead, a framework to identify and sell value during the sales process. Understanding this will help you broaden your sales portfolio, create a greater degree of loyalty from existing customers, and establish techniques that eliminate the need to cut prices.

Who Should Attend

This program is intended for sales people with two or more years of sales experience and would particularly benefit those in the following functions:

• Sales Professionals
• Sales Representatives
• Account Executives
• Sales Managers

Key Benefits

• Develop a thorough understanding of how to create value in the sales process
• Develop unique customer value propositions
• Become a sales professional who financially proves value
• Explore how to build or improve customer loyalty
• Learn to negotiate using value versus price

Program Leader

Jon E. Porter is President and Founder of PorterPro, LLC, which provides sales and marketing consulting to technology companies. Previously, he has held numerous field sales, national account management, sales management, and senior level sales and marketing positions. For 14 years, Jon headed sales and marketing training at Verizon (GTE). He has also worked with many domestic and international sales organizations to develop new skills and capabilities in dealing with complex sales issues. He is a member of the Professional Society for Sales and Marketing Training, a seminar leader for the American Management Association, and a trustee with the Marketing Science Institute in Boston. Jon has a Bachelor of Science degree in Political Science from the University of Houston.