SELLING BEYOND PRICE
Are you and your sales team unwittingly communicating to customers that price is the only feature that distinguishes your company from the competition? In order to get your customers to choose you (and not be concerned about price), you need to clearly define the signature features that set you apart from the pack, as Jason explains in a video post for the EO Octane Blog. Read an excerpt below:
“Selling is about certainty plus education. And so you want to be able to speak fast. And you want to speak bold about the feature. And you want to have the why: Here’s the education in order to support it. Here’s the feature and here’s the benefit. Here’s why that customer should care.”
For more useful insights from Jason on how to sell beyond price, including the rundown on a useful role-playing exercise that he uses at his own company, CLICK HERE.
Here’s to earning what you’re worth!
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JASON FORREST (Three time Stevie Award winner – 2016 Gold Stevie Award for Sales Coaching program of the year, 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.
FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.