Nevermind the “New Norm,” the Unexpected Way You’re Putting Yourself Out of Business.

We’re all painfully aware that the selling world has changed.  Even before the pandemic and resulting recession, forces were already working against your sales team:  commoditizationCommoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter., consensus decision making, and inability to access decision makers early in the buying process.

With the pandemic and everything else that has happened since the beginning of 2020, salespeople are more desperate and scared than ever, resorting to panicky selling and discounting tactics that destroy brand, price integrity, margin, and maybe even your business.  Value selling goes out the window and they paint themselves into the role of a “Peddler” to the customer.  They fail to establish themselves as a “Peer” to decision makers and are not viewed as a vital resource.  They are ill-equipped and unprepared to effectively compete.

In just 60 minutes you will learn the underlying causes of this escalating destruction of your business and will be provided actionable steps to combat it and move your sales team from “Peddler” to “Peer.”