Why Prospects Don't Understand Your Value - And What You Can Do About It
All too often businesses launch products, promotions, and proposals that do not achieve their goals.
When that happens, cost of sales goes up and confidence goes down. Everybody has to work harder.
Years ago I saw that happen multiple times at a company I worked for, and figured out how to solve the problem. Initially, it helped me tailor sales training materials to the specific environment clients needed. Then, it expanded to an organizing principle for value propositions that was needed by product managers and marketing managers. I wrote a popular article about it:
"Customer Value Mapping: A Key to Making Sales Easier"
(You can read about that article if you have opted in to the new website at http://www.salesperformance.com/sales-process-basics/free-spif-sign-up)
I even wrote a guidebook about it. Now, on Thursday this week, I'll be conducting a Webinar that will provide you with a step-by-step approach for uncovering what your customer's value, and show you how to turn it into a powerful selling value proposition. Customer value mapping is acrucial component for designing any sales process, especially in a B2B environment.
Visit the page below and sign up now:
How to Map Customer Value
So Customers Will Buy Now and Pay More
Guidebook Launch Webinar
Thursday March 19, 2009, 3:00pm Eastern Time
How the voice of the customer can reveal
the right value propositions throughout
the customer’s life cycle
I look forward to talking with you on Thursday!