Webcast! Growing Your Business Through Trusted Relationships: "Creating Client Value" (Session 3) (17W106)
REGISTRATION STATUS:
OPEN
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Monday, November 30, 2009
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12:00pm - 1:00pm (Eastern Time)
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Online Webcast, Internet
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1 Communications
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Webcast
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Business Learning Institute
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Mark Slatin
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Communications
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Basic
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$59 MACPA Members, $75 Non-Members
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($16)
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Click here to add this event to your electronic calendar (then click OPEN when prompted).
Description:
Traditional selling models tend to focus on the transaction and highlight expertise, and fail to emphasize how service professionals can differentiate themselves by having client-focused conversations. This course will introduce the "value driver model" that simplifies the process and will help participants understand buying decisions through the "value scale". This is the third of a five-webcast series designed to help service professionals in relationship-oriented selling environments to attract and retain loyal clients through trusting relationships.
Objectives:
- Learn the role of the seller in business development
- Explore the difference between trust and value
- Understand a simple model to convert conversations from seller-focused to client-focused
Major Topics:
- Get new insight into how to understand buying decisions in order to help service professionals win more clients with the “Value Scale”
- The Value Driver Model and Value Driver Catalog: Powerful tools that empower the buyer while building trusting relationships
Who Should Attend:
Anyone who sells complex products or services in a relationship context, including insurance, real estate, distribution, manufacturing, supplies, financial, accounting, legal, healthcare, pharmaceutical, IT services and other areas
Prerequisite:
None
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