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Generating Incremental Revenue Workshop | Denver
Submitted by Sid Saleh on September 23, 2008 - 09:44.
23 Jan 2009 - 9:00am
23 Jan 2009 - 4:00pm
America/Denver
If sales tools are high on your list of priorities, then I invite you to join our workshop on Critical Tools for Generating Incremental Service Revenue.
In this workshop, we show you how to:
- Deliver incremental revenue with greater predictability
- Reduce needlessly long sales and negotiation cycles, and
- Create tools to help sales-averse service reps sell naturally
- Develop new services with greater speed, efficiency and accuracy
Let's face it, most service and support reps - and just about all product sales reps - dread selling services. It's not easy. Services are intangible and sometimes complex. At ServicesRevenue™, we've developed and deployed sales and marketing tools that address these challenges. We help service and support reps fulfill their trusted advisor role. Based on the proven Conjoint Analysis methods, our tools present buyers with realistic trade-offs that help them reach a convincing purchase decision.
Here’s a list of topics we typically cover:
Challenges Sales Reps Face
Most service marketers guess by copying their competition’s package design and price plan. Does that work anymore? We help you differentiate between noise and true customer wants and needs. We focus on what customers are willing to pay for.
Challenges that Impede Customers’ Buying Process
It’s been proven that the process of buying a service is inherently difficult for the buyer not just the seller. We address these challenge.
Brief Introduction to Conjoint-based Tools
We know you’ve got your hands full so we give you a quick primer on this highly accurate and effective Conjoint Analysis method. We cover how we apply it to service marketing and selling. We outline the process. We share real examples.
Develop a Conjoint-based Tool
We start with the features of your service and/or solution. Using hands-on exercises, we show you how to present them to a buyer in a way that fits how they decide. We guide you from A to Z.
Start Selling Services the Way Services Ought to be Sold
Ready to try it? You make your selection from our library of service features and we’ll have your web-hosted sales tool ready for your prospects.
Bring your laptop and roll up your sleeves before you take your seat. See how sales reps incorporate these tools in their customer calls to accelerate negotiations. Learn how to use Conjoint Analysis to grow your service business effectively and efficiently. In this workshop, we'll show you how we develop Conjoint-based sales tools. We'll explain how they work and share with you what we've learned over the past 10+ years. We'll address service design and packaging, pricing considerations and training issues.
Here's a note from a colleague who is already applying what we'll cover - it is addressed to a field service rep:
"CONGRATULATIONS to you on the Service Agreement Sale!! This sale is a result of your efforts with the customer in addition to the customer completing the Conjoint Interview. The customer ordered exactly what you quoted. GREAT JOB…….keep up the good work!