Recognize the strength/weakness of your value versus competition
Improve your positioning to hold price and avoid discounts
Program Overview: Whether you own a business, lead a sales team or are an individual contributor, this question is constantly being posed to you by potential customer(s): Why Should I Buy from You? Even existing customers ask the question when they are trying to decide if they should continue to do business with you.
It does not matter how big or small your business or team is, nor does it matter what your product or service is ... this question is being asked. The question comes in many formats and learning to recognize the question and, more importantly, learning how to answer this question is critical to a successful outcome. What are the underlying reasons you are being asked this question? What is the most effective way to answer?
The proper response is not what most business owners and leaders expect and is not the response that is given the majority of the time. You can improve your 'win ratio' by understanding the motivation behind the question and learning techniques that speak to the underlying motivation.
A question-and-answer session will be held with the presenter and participants.
Presenter: Thomas Herman, Managing Director CRO Executive RoundTable Chicago
Thomas Herman’s expertise in revenue generation strategies, processes, procedures and execution is the result of more than four decades of experience in direct sales, sales management, operations, services delivery, executive management and business ownership. He has created and led client advisory boards and client retention programs, has developed and managed annual client conferences, opened sales/service offices in North America and Europe.
The owner of High Road Enterprises LLC, dba CRO RoundTable – Chicago, and Maidpro of Naperville, Thomas has worked for the Fortune 100, franchises, startups, emerging and mid-size businesses in industries that have ranged from manufacturing to retail to professional services to high-technology.
