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"When people ask me what impact the Pretium program had on our business,
I tell them it fundamentally changed our behavior and approach to
winning business. Exercising the disciplines embodied in Pretium's
programs have forced us to: find and articulate value for our clients,
eliminate unqualified candidates from our pipeline faster, and
better coordinate our selling efforts."
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Erik Golz
President and COO
ADS Financial Services
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Research has clearly shown that buyers will buy services if their value
can be quantified, and that these same buyers want help from the vendors
in that quantification effort. What a great position to be in as a seller.
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Service Selling Challenges
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Business conditions on both the provider and buyer side have presented considerable challenges.
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| Chief among them are: | More |  |
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How Value Assessment Can Help
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Value plays a central role in addressing the variety of services
selling challenges. Value is services' tangible counterpart. When you
sell services you're selling a result. And the result is the value created.
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| Value assessment can help you to: | More | |
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- Understand the reasons customers may not buy services and learn to overcome them
- Learn to shift the customer conversation away from price and towards value
- Directly connect the specific services you sell to your customers' business processes and determine their impact on operations and key performance indicators
- Learn how to leverage your company's assets and experience to show higher value, allowing you to sell services that are more expensive than your competition
- Build a value message for each of your service offers that will get your customers' attention and create a reason to listen
- Quantify tangible business benefits of services and credibly discuss the resulting financial analysis
- Show how the right services can mitigate risk and improve the chances for success
- Manage customers' perception of risk associated with the investment, the organizational effects, and the service itself.
- Paint the "vision" of the outcome of service, which is a business improvement
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Customization Leveraged For You
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Learning is optimized when the instructor understands your business and the program uses meaningful examples.
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| Your program will be highly relevant because: | More | |
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