Economic downturns typically result in downward price pressure. The reason buyers ask for discounts is because it’s highly effective. 70% of salespeople will offer a minimum of a 10% discount on the first ask. It takes one innocent question, “We’re so close to a deal, is there anything better that you can do?”
We need to educate prospects and buyers on the real value we deliver. If we don’t, they immediately gravitate to price, an easy equalizer. The good news is that there are tangible strategies that can give us the edge to have it all. A business we enjoy, working with people we like while delivering meaningful outcomes in the communities we serve.
In this session, you’ll learn:
Identifying your ideal customer
Difference between market positioning and a value proposition
Developing an defendable value proposition
Lead nurturing strategies to build pipeline
Easy tactics you can implement immediately
About the Presenter:
Jean Nickerson, CSP is the founder of Purposeful Selling and organizer of Silicon Halton’s IoT P2P. She is committed to empowering family-run businesses to create great brand stories that unlocks the true value of their business models.
This is a virtual session.
Registrants will see the link to participate in the presentation and discussion soon.