Stop Commoditizing Your Product! How Salespeople Unintentionally Create Price Sensitivity with the Things They Say

Duration: 60 minutes

Prospects will do whatever it takes to commoditize your product. They aren’t bad people, they’re just looking out for their own interests. And it works because salespeople unintentionally provide the exact conditions for commoditizing.

Many sales organizations unknowingly position themselves as a commodity because they are trying so hard to be “unique.”

The problem is that everyone else is trying to be “unique” too. (more details below)


WHY ATTEND 

Of course you want to present your product as rare and valuable. But so does everybody else. They all sell the exact same attributes: quality, service, reliability, expertise and performance.

Customers see sales pitches as oversaturated, and commoditization quickly sets in. And just like clockwork—when everything seems to be the same, price becomes the driving factor.

LEARNING OBJECTIVES

In this session you will learn how to: 

  • Recognize prospects who are already commodity driven and make better decisions about if and how to pursue them
  • Understand the mistakes salespeople make that commoditizes their own products
  • Look and sound different truly different by engaging in customer-centric sales conversations. You can’t sound the same as everyone else if you’re not talking about you! 
  • Establish a selling methodology that will maximize your leverage and gain your control in the sales process
  • Get a better yield and close more sales at higher margins

    ABOUT THE SPEAKER

    Richard P. Farrell is President of Tangent Knowledge Systems. Having been responsible for sales and business development for 25 years, Richard brings a tremendous depth of experience and results to his audiences. His passionate, provocative and interactive style encourages audience participation, learning, and improvement while providing practical, usable “time tested” information. Richard stresses a non-selling posture that allows the sales person to play the role of a “change agent” rather than a product-centric transactional sales person.

    He has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In working with his clients Richard has helped identify performance gaps and provided sales plans to help track, measure and execute objectives to increase the company’s bottom line.

    What You Get With Each Option

    Live Recording

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    Participation in the live upcoming webinar

    Recording

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    Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

    Live and Recording

    Live + Recording

    Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

    Event Package

    Event Value Pack

    Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

    What You Get With Each Option close

    Live Recording

    Live Only

    Participation in the live upcoming webinar

    Recording

    Recording Only

    Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

    Live and Recording

    Live + Recording

    Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

    Event Package

    Event Value Pack

    Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

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