| |
 | |
"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."
|
|
Erik Golz
President and COO
ADS Financial Services
|
|
|
|
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.
|
|
|
|
|
Service Selling Challenges
|
|
|
Business conditions on both the provider and buyer side have presented considerable challenges.
|
|
| Chief among them are: | More |  |
|
- Service solutions are more sophisticated, more expensive, and can have enterprise wide influence
- Accordingly, services must be sold to senior level buyers
- Increasingly complex application of technology across the enterprise has given rise to increased demand for specialization in most types of services
- Professional services and outsourcing have evolved to become a strategic part of the solution
- Increased competition among product suppliers and the subsequent decline in technology differentiation has positioned services as a vital differentiator
- Managing the buyer's sense of risk is exceptionally important
- When part of a solution sale, positioning services early enough in the sales process to ensure their value is understood
- Selling an "intangible" presents a variety of sales challenges: the buyer's perception of risk, warranty, competitive differentiation, and more.
- Managing the free-to-fee transition
|
|
|
How Value Assessment Can Help
|
|
|
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.
|
|
| Value assessment can help you to: | More | |
|
- 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
|
|
|
Customization Leveraged For You
|
|
|
Learning is optimized when the instructor understands your business and the program uses meaningful examples.
|
|
| Your program will be highly relevant because: | More | |
|
- All programs are based on the principles of value assessment
- Typical programs follow the Learning Progression
- 100% of Pretium's customers sell services
- In-depth interviews with your stakeholders result in examples, exercises, and workshops that are representative of your business
- Workshops are built around analysis of your service sales opportunities
- Because of the recognized differences in service and product sales, workshops include service specific discussion and exercises
- Pretium's principals have service sales and marketing experience: this experience is leveraged throughout development and delivery
- Our principals are your instructors
|
|
|