The Competitive Advantage AudioConference Series

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What is Customer Value? Escaping the Price Driven Sale

Still selling on price? If all you offer your customers is the lowest price, you will forever be viewed as a substitutable commodity.

In this 90 minute audio conference, you will learn "why" understanding what customers truly value allows salespeople and marketing professionals to lower the importance of price in their customers' purchasing decision process.

Listen to This CD and Learn

The dangers of presenting your products and your company's resume as the centerpiece of the value proposition
Why offering Customer Value need not be trite or dull
How to determine what constitutes value for each customer
Why studying certain kinds of transactions reveals the TRUE definition of VALUE
The three drivers of customer value, and how to deliver on each
Why your expertise is the key component of value creation
The secret that requires re-application of sales skills and re-orienting of marketing messages

Who Should Order This CD?

Sales Executives
Marketing Executives
Account Representatives

Click Here to Order the CD

Presenters and Panelists

Tom Snyder
Vice President, Business Development
Huthwaite

Tom Snyder is Huthwaite's vice president of business development. Tom advises thousands of sales decision makers each year on topics such as consultative selling in major sales organizations, creating client value and innovative ways to strengthen competitive differentiation in an increasingly crowded marketplace. Business leaders look to Tom to help them increase revenues, shareholder value, and insure organizational longevity through lasting sales performance change.

After receiving his MBA, Tom spent eight years with the Federal government, two of which were in the White House. After moving to the private sector, Tom founded several companies serving CEO and/or Chairman of each.

Tom became intrigued by Huthwaite's research-based sales models after meeting Huthwaite founder Neil Rackham, and joined the company in 1998. His unique business insights have proven invaluable in the design, execution and reinforcement of Huthwaite sales performance change solutions. Tom also specializes in large-account development, and has shared his expertise with Huthwaite clients including Reuters International, Bank of America, Canon, Smurfit-Stone Container and CIGNA to name but a few.

He has appeared as a featured guest on Internet radio shows, Selling Across America with Tony Parinello, and How to Sell Anything in 20 Minutes with Frank Lee. Tom can also be heard each week on What's Happening in Biz on Microsoft's Window Media and other affiliate networks. Tom also currently serves on the advisory councils of eleven businesses.

Click Here to Order the CD

CD Only - $199*

*All CD orders will be assessed a $20 Shipping & Handling Fee for CD and Conference Materials.

Questions About this AudioConference CD? Call 1-800-431-7571

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