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Sales Speaker
Relationship - Value Selling
Relationship Selling – Focusing on Value, Not Price Do your sales personnel focus on selling value or price? Let's face it, most salespeople say that they sell the value of their products and services, but the harsh reality is that they frequently see PRICE as the primary deal maker or breaker. And as in most pursuits, perception is reality, thus their own defensive focus on price draws their customers' attention away from the benefits being gained to the $$$ being spent. John Di Frances demonstrates how relationship selling focuses on value, even before the first contact with the customer is initiated. It permeates every aspect of the selling relationship and yields not only larger dollar and higher volume sales, but also far more satisfied customers who experience no “post-sale remorse.”
John shares why customers who have a high value expectation going into a sale will typically experience a high post sale level of satisfaction with the product or services they bought and how to heighten that customer perception of real value throughout the entire sales cycle. You already know that high customer satisfaction is the single best source of customer loyalty and repeat sales. Now, whether your sales development cycle is measured in minutes or years, John will show your sales management and field sales personnel how to focus on Value through Relationship, not price selling, for greatly increased sales success.
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