Session Details
Wednesday,
June 5
Beyond Price: Roleplaying Value-Driven Sales Strategies *Interactive*
End users seek more than just hardware, software, and recurring services—they demand comprehensive solutions. Discover how to shift the focus away from price and cultivate a sales approach that emphasizes the broader benefits your product or service brings to the table — enabling you to better serve your clients and stay ahead in the market.
The ESA team is ready to see you at this session.
Roleplay scenarios will include:
Going up against a competitor (how do you differentiate yourself)
How to highlight and differentiate value when your price is higher
Finding out what your prospect’s issues truly are (not what you think they are)
Getting to the decision
Special emphasis will be paid to coaching your teams for these successful conversations.
REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.
An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.
THIS COURSE IS ELIGIBLE FOR CEU CREDITS
See all CEU credits available for attending ESX 2024 education sessions. MORE
Sales
Learn to develop your brand and go-to–market strategy to keep the focus on building your RMR. Identify complimentary markets, new products and services that will give your sales teams the edge over the competition. Explore new sales management processes that will accelerate sales performance and increase your revenues and RMR.
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