No More Price Concessions: 4 Mistakes that Commoditize Your Product

Duration: 60 minutes

Prospects will do whatever it takes to commoditize your product.

They gather all your information up front - price, terms, guarantees, conditions, service and creative ideas. Then they leverage their position as savvy, informed buyers, beating you up on price and pitting you against your competitors.

Prospects aren’t bad people. They’re just looking out for their own interests. And it works because most salespeople go along with it.

You don’t have to. In this conference, sales expert Rick Farrell will show you the four biggest mistakes salespeople make that allow prospects to control sales and commoditize products.

The four big mistakes Rick will discuss are:

1. Salespeople don't protect their own assets – their time, knowledge, resources and relationships – so they lose control and devalue their position.
2. Salespeople rely on feature and benefit selling to differentiate themselves, but it produces the exact opposite effect.
3. Salespeople aren't keenly aware of the customer's buying process, which is designed to defeat them
4. Salespeople lack a disciplined sales process of their own to truly differentiate themselves from the competition. Learn a disciplined 7 step sales process that levels the playing field