Are you able to answer the question "why should I buy from you?" with a solid customer oriented value proposition? 90% of businesses cannot. This talk reveals 25 years of research on how businesses are missing the mark and what to do about it immediately. You must be able to Build Confidence, Reduce Risk in the buying decision before you can Minimize Price as an issue, or worse yet, let price be the tie breaker.
This talk shows attendees how to immediately fix that and gives many real life case studies to demonstrate before and after value messages and the outcomes. Most are painting their organizations into commodity corners for want of customer relevant metrics and differentiation messages.
Based on Jaynie Smith's two best selling books, Creating Competitive Advantage and Relevant Selling.
