Don Shapiro Debuts New Speaking, Seminar and Training Brochure
First Concepts has released a new speaker brochure about the speeches, seminars and training delivered by it's President and founder, Don Shapiro. This is a quick three minute read and also includes a 6 1/2 minute video excerpt Make The Value Visible: The Lawry's Gong Story. It offers a quick overview with photos about Don's programs that help salespeople close more sales, service people satisfy more customers and how leaders can transform into Character-Based Leaders to lead more effectively, retain their people longer and motivate them to produce better results....
Don Shapiro started his management career with Lawry's Restaurants famous for Lawry's The Prime Rib. In his speeches and workshops, he shares a story about how Lawry's found a way to turn a cup of coffee served at the end of the dinner into a merchandising and marketing phenomena that helped spread word of mouth about the restaurant. The lesson from this story can be applied to any business...even manufacturing, technology and B2B service.
What "gongs" can you create to make your value more visible to your customers?
Don Shapiro shares his original discoveries about how customers figure out their perceptions of value and what causes that value to rise and fall ...
What customers will buy at a profitable price is the one thing that can consistently help companies make the best choices about strategies, products and services.
All strategies such as improving quality, enhancing service, lowering operating cost, changing distribution channels, altering the go to market approach, raising productivity through technology, discounting prices and so on depend on customer value. Why do strategies that are successful for some firms turn into abysmal failures for others? Why don’t some of the success principles espoused in countless books actually work all the time? Why does the opposite of these success practices yield good results sometimes? These supposed holy grails of success actually only work in certain situations and not others. What links them all together is customer value.
Customer Value versus price
The customer’s perceptions of ...
Every company seems to measure its growth success by whether it can increase sales. Yet even companies that show double digit sales growth may not be performing well. There is a much better measure of how successful a firm is at growing its revenue than its own increase in sales. Revenue Detective Don Shapiro talks about the most important measurement to evaluate if a company is really performing well and growing its market share.
View Don Shapiro's Speakers Brochure with Video about Making The Value Visible
Schedule a phone conversation with Don Shapiro, President of First Concepts Consultants, Inc., to answer your questions and explore how a ...
Revenue Detective Don Shapiro of First Concepts Consultants talks about the increasing margin and price pressure many companies face today and the need to find more hidden value that could help close the sale at a profitable price. One of the best ways to increase sales is by raising the customer's perceptions of value by finding hidden value.
View Don Shapiro's Speaker's Brochure with Video about Making The Value Visible
Schedule a phone conversation with Don Shapiro, President of First Concepts Consultants, Inc., to answer your questions and explore how a Revenue Investigation could help ...
Hidden customer value exists inside every customer and company selling to those customers that could increase sales and improve profit margins
Customer value is the sum total of everything a customer knows about what you offer for sale and how it compares to the competition. Inside every prospect and customer exists stealth value... value that could attract more customers and increase sales. This customer value lies outside the awareness of both customers and the companies selling to them. It can help to differentiate your offer, justify higher prices, and close the sale.
Stealth Customer Value
Increase Sales by Tapping into Customer Value
The customer’s final decision that determines whether ...
Thirty Years of Sales Research Shows Why People Buy and How Salespeople Can Get More to Say Yes More Often At Profitable Prices
The average experienced and trained salesperson could close more sales. They don't go as far as they could in uncovering their prospects' needs, raising how high the prospect ranks the importance of benefits and boosting perceived customer value to the highest level possible. They do enough to be a good producer but lose some sales they could have closed had they done a little bit more. The reason these salespeople don't do more has nothing to do with sales techniques or process, both of which they are usually good at. They do not fully understand what is going on ...
How 35 years of research about why people buy and how they figure out value can improve sales performance even for highly trained salespeople
This article shares discoveries to improve selling effectiveness based on 35 years of studying salespeople and buyers about how people think out a decision to buy and figure out value. These discoveries show new ways salespeople can influence a purchase decision and get prospects to accept their price that go beyond typical sales training and other practices.
The Prospects Mind
In fact, a recent win/loss interview survey revealed that 38% of prospects cited a salesperson’s failure to understand their needs as ...