Make the Sale by Selling Value
What if you could differentiate your product or service and command a premium price, even though your industry is crowded with competitors? Think it isn't possible? Think again. Hear from Marc Warrington, senior vice president of sales at Assurant Employee Benefits, how to increase sales, sell value, and leave the competition in the dust.
At the conclusion of the session, participants will:
Understand what truly sets their company apart from the competition...it has to be more than "we have good people"
Be able to identify if their company promotes "low cost" or "value" and how to increase sales accordingly
Know if their product or service is being commoditized and how to increase sales accordingly
Craft a statement of differentiation for their product or service and how to use it in a sales pitch
Better understand which stage of the product lifestyle their product is in and align the appropriate sales strategy
Presented by Marc Warrington, Assurant Employee Benefits
Marc Warrington, Senior Vice President - Sales, joined Assurant Employee Benefits in 1996 as the Orange County District Sales Director, where he increased the territory's annual production from $375,000 to $4 million in less than 24 months. He has also served as the Houston Regional Sales Director and Regional Vice President. In 2003 he became Vice President of Sales and joined the Senior Management team in 2005. He is a 1989 graduate of Cornell University and lives in Overland Park.
