Changing the Game: Strategies to Help Your Sales Team Differentiate Themselves
Date and TimeThu, Jun 18, 2015 at 10AM Pacific / 1PM Eastern
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To avoid the pitfalls of competing on price, salespeople are often told to differentiate themselves and their offering by “selling the value.” Selling the value implies that the salesperson either truly understands what the customer values, or that the value offered is perceived as significantly different from the competing offerings. All too often, neither one of these is true.
Being able to differentiate in today’s market, where most suppliers look the same, requires creating a unique offering that represents unexpected business value to your customer.
In this webinar, we will explore how to differentiate yourself from the perspective of the customer’s experience with your offering. Specifically, you will learn how your customers identify a need, shop for and use the solution, and finally stop using your product or service. We will leverage this understanding of the customer experience to go beyond the expected and deliver a solution that has higher value to the customer.
In this webcast, we will:
- Examine how you define differentiation that goes beyond the expected
- Understand how to create a view of the customer’s experience from purchase to usage of your product/service
- Discover new areas of competitive differentiation the customer truly values, even if they had not articulated the need
About David Yesford
About Michael Leimbach, Ph.D.
Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide. With more than 35 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.