First Concepts Consultants, Inc.
Advisors on Leadership Development, Customer Value, Customer Satisfaction, Sales Force Performance and Strategy based on Original Research"Customer Value"
Speaker on Sales, Service, Leadership, Strategy and Choices
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.... Read MoreMake The Value Visible: The Lawry’s Gong Story
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 ... Read MoreCustomer Value…The Ultimate Path To The Best Strategies, Products & Services
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 ... Read MoreClosing The Sale: Salespeople’s Choices Are The Key
The More Information Sales People Have About What Affects The Prospects Perceptions Of Value, The Better The Choices They Can Make To Close The Sale
Closing the sale comes down to the choices salespeople make when they are conversing with the customer. As they go through their sales process, they make choices about what they do next based on what they know about the customer, what they think they need to know and what they feel will help close the sale. A Closing The Sale Choice Sometimes, those sales growth choices are based on false assumptions, not listening carefully enough, not asking enough questions, not ... Read MoreClose The Sale By Knowing More About Why People Buy
30 years studying why people buy leads to new discoveries about closing the sale
30 years ago I started doing research on why people buy in the hopes of finding out what really goes on inside customer’s mind that affects closing the sale. This wasn’t academic or theoretical research. I traveled with salespeople to observe what they were doing and how prospects responded. I interviewed prospects and customers to learn more about how they think. As a buyer, I’ve had over 3000 sales representatives call on me so I used that as another way to better understand what goes on inside the customers mind during the sales process.... Read MoreVideo: Hidden Customer Value, Pricing and Margins
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 VisibleQuestions?
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 ... Read MoreIncrease Sales By Finding The Stealth Customer Value
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 ValueIncrease Sales by Tapping into Customer Value
The customer’s final decision that determines whether ... Read MoreEffective Selling White Paper: The ABC’s Of Why People Buy
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 ... Read More
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© 2013 Don Shapiro
All articles & blogs on First Concepts Consultants website, Linkedin, Twitter and Facebook by Don Shapiro is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License. Permissions beyond the scope of this license may be available at www.firstconcepts.com.
All articles & blogs on First Concepts Consultants website, Linkedin, Twitter and Facebook by Don Shapiro is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License. Permissions beyond the scope of this license may be available at www.firstconcepts.com.