ISSA Regional Meetings: What's Your Value Proposition?
May 1 - June 11, 2011
City: Near You Country: United States of America
Does your organization have a defined value proposition that sets it apart from the competition? Without differentiation, the only tool the salesperson has is price. During this seminar, learn to create a unique, quantified value proposition that helps your team win business without necessarily having to be the cheapest.
Identifying the “rings of value” for your organization: To compete effectively, your organization must identify areas where it differs from the competition. Learn how your sales team can better use these advantages to prevent price com¬parisons and combat objections.
Creating a differentiated value proposition: Determine which competitive advantages are truly unique and which ones are merely “table stakes” required to stay in the game.
Understanding the empirical and anecdotal methods of quantification: Quantify your identified advantages using empirical data, confirmed by existing customers, and anec¬dotes that illustrate their value.
Effectively presenting “value” to your customers: Learn to probe for customers’ true costs, problems, and opportunities so you can present “real” value based on their top needs.
Distinguishing total acquisition cost vs. per unit cost: Discover ways to position the sales approach toward closing a higher-margin sale.
Challenges to be addressed
What is truly different about your product/service offering?
How does this provide value for the customer?
What is the “economic value” of this difference?
How do you prove this value—before getting the order?
Friday, June 10
Doubletree Hotel/EMC Berkeley Marina
200 Marina Blvd
Berkeley, CA 94710 Schedule 8:00 a.m. - 8:30 a.m. Registration and Continental Breakfast
8:30 a.m.- 12:00 p.m. What’s Your Value Proposition?
Registration Fee: ISSA Member Price: $80; Nonmember price: $160 *Receive 15 percent off when you sign up five or more people from the same company.
About the Presenter
Joe Ellers has worked with more than 1000 companies specializing in business-to-business and multi-line selling environments. He has provided specialized consulting and training for the members of numerous associations, including the American Supply Association and is on the faculty of the industry’s premier distribution-specific education program—University of Industrial Distribution.
Ellers is the author of The Best Distribution Sales Book Ever, published by the NAW, as well as numerous training programs including Implementing Process Excellence, The Sales Manager’s Handbook and Sales Management Excellence. His core competencies include developing corporate strategy, discovering market penetration methods to gain market share, creating and refining the management of sales teams, and redesigning the flow process of the strategy.
