If selling services is high on your list of priorities, the following workshop and clinics may help you accelerate results.

You Should Participate If...

• You are responsible for developing your company's next generation solutions or services
• Your customers vehemently refuse to pay full price for your service or contract renewal
• You are sick and tired of sales reps demanding unwarranted service discounts
• You are busy refreshing your company's stale service programs
• You spend years in fruitless meetings where people pretend to know what customers want
• Your customers didn't jump all over your recently launched new service

Generating Incremental Revenue Workshop

Register for the November 14, 2008 Workshop in Denver, Colorado

Workshop Overview
When developing or pricing a new service offering, it's critical that you incorporate customers' needs and wants. How you go about it, makes all the difference. In this workshop, you'll learn in detailed steps how to use a sophisticated Voice of the Customer tool: Conjoint Analysis, to identify actionable customer requirements and support your value proposition or pricing.

Specifically, you'll learn how to:

• Turn your current operational capabilities into meaningful features and benefits
• Incorporate your competitors' features into your research
• Efficiently involve internal corporate stakeholders and secure their support
• Develop an adaptive customer interviewing instrument to gather customers' need and wants
(using commercially available software)
• Test and check your features and interviewing process before you involve customers
• Launch, gather customer input and analyze results
• Act on results to develop positioning, value proposition, packaging and pricing.

Benefits
• Improve the quality and accuracy of decision-making. Stop guessing!
• Engage your customers intelligently.
• Support your Sales Force and Service Teams effectively.
• Leapfrog your competition rather than just copy their service offerings.
• Generate incremental revenue quickly.

Register for the November 14, 2008 Workshop in Denver, Colorado

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!