"Value as defined by the Client"

As the competitive environment becomes crowded with global companies, it takes more than "the biggest" or "been around the longest" to gain entry to the decision maker. Customer contact people, from the customer service representative to the President, need to be able to articulate the value proposition that is unique to that prospect or client. Marketing can't do this alone. Customer contact people must be engaged and expected to adapt a financially oriented value proposition to the individual client.

At the conclusion of this workshop participants will be able to:

• Use basic business acumen to explain the financial priorities of their prospects and clients
• Craft value proposition statements that will engage the prospect or client and set the stage for priority identification
• Link the products and services of the company to anticipated client needs and opportunities and be able to uncover evidence of severity
• Use an advanced fact-finding process to quickly have the prospect or client prioritize their concerns and opportunity value
• Develop a value based solution supported by hard dollar savings or anticipated revenue stream
• Demonstrate trial closing techniques to conditionally gain agreement to a solution recommendation

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