When employees trust management, they enthusiastically deliver great customer service and stick around a lot longer. Trust is what drives higher employee retention and retention drives business results. The longer employees stay and the more they trust management, the better they serve customers, deliver quality and work productively. It takes a Character-Based Leader to build that level of trust in employees.

Happy Employees

Employee Retention Linked To Leadership, Trust and Business Performance

Trust is the new litmus test for effective leadership. Several empirical studies done during the last ten years support what my three decades of primary research shows. There is a clear causal link between leadership, trust, retention and business performance. In fact, recent studies have even linked employee trust and retention to higher return on assets and stock performance.

What causes employees to trust management? While overall company policies and human resource approaches contribute to results, it finally comes down to the way managers lead employees whether they are called co-workers, associates, crew members or partners. The difference is not in the words. The difference is in the nature of how one leads.

It takes a certain type of manager to create trust in their people. And that involves a lot more than human relations skills, supervisory techniques and motivational methods. All of that will help a manager perform their job better and prevent employee turnover from skyrocketing. But those techniques, methods and skills won’t boost employee retention dramatically or cause a major improvement in customer service.

It takes mutual trust to climb a mountain

The Link Between Trust, Leadership and Character

The new world of leadership is about developing relationships with people based on mutual trust.  For an employee to trust a manager or executive, they have to take a risk. That risk starts by believing that someone else will have your back and does what’s best for you and the organization. Trust means employees have confidence in management’s character and ability to do the right thing for the organization, the customer and themselves. That’s no easy feat in a world where repeated surveys show employees trust management less than ever.

If you think about your personal experiences, you will begin to understand how difficult and precarious it is to build and maintain trust. Trust and confidence are not created in a single action or experience. They are built through a continuing series of consistent and congruent actions over time. One brick at a time we build the foundation for trust. Yet, it only takes one inconsistent incident to create doubt and a couple more to bring that wall of trust tumbling down. The wall of trust is slow to build and fast to fall.

The wall of trust is slow to build and fast to fall

Character Is The Best Leadership Guidance System

There is no way we as humans can consciously keep track of the thousands of things we need to do and say that can affect whether others trust us. Trust isn’t built by following a list of proscribed actions. “Oh let me see, I’ve got to remember to do number six more often.” We need a guidance system deep inside of us that automatically helps us to do and say the right things without having to always think about it.

That guidance system is called character. Your leadership character…your values and principles, how you view yourself as a leader and your attitude toward your people…causes you to do and say things in a certain way. Each situation that occurs leads you to approach it and respond to it based on your character. Your character defines who you are and how you lead. Character-Based Leaders build trust and confidence in people.

It takes an effective leader to lead a business and the people working for that business. It takes a Character-Based Leader to create enough trust in people to produce the best results. Trust is the currency of leadership. Character is the currency of trust.

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Don Shapiro is now giving speeches and workshops about “The Character-Based Leader” and helping organizations to develop and implement a strategic commitment to character-based leadership. Contact Don to find out how he can help your people and your organization build more trust and results.

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“The Character Based Leader: Instigating a Leadership Revolution…One Person at a Time,” has just been released by the non-profit Lead Change Group. Don Shapiro, President of First Concepts Consultants, is one of the book’s 21 authors and one of its editors. The core premise of the book is that “leadership is about who you are, not your position or power.” It is available in both print and Kindle versions on Amazon.

More Resources

Speakers Brochure: Don Shapiro’s helps people learn, laugh and leave inspired with programs on sales, service, leadership, strategy and choices.

Blog: When Your Character Leads The Charge, Everyone Owns The Goal

Blog: We Need People Who Can Lead Regardless of Their Title

New book from the Lead Change Group on character and leadership

With the release of the Lead Change Group’s new book, “The Character Based-Leader,” there is a lot of talk about the role of character in leadership and what it really means. As one of the book’s authors and editors, I’ve spent a significant amount of time reflecting on the meaning of character while reading each of the 21 authors’ chapters.

Clearly, defining character in a way everyone can agree on may be an elusive goal. Yet, when we talk about outcomes, everyone seems to be on the same page. We all know what a character-based leader does and how it affects people. Character-Based Leaders build trust. People want to enthusiastically join them in pursuing a goal. The help boost employee retention, customers satisfaction and profits.

Maybe we don’t have to define character. We know that character is about what is inside of us. It’s what makes us tick, and how we see the world and see our role in it. It’s about why we make the choices we do. It’s about our principles, values and standards. It’s about who we really are. Each person has his or her own definition of what that means to them. All of this shapes our ability to lead.

The Role of Character in Leadership

Character in leadership is about how we see our role as a leader and our attitude toward those we want to lead. It doesn’t matter whether you are running a company, project or store, overseeing a community event, influencing a congregation, or helping your kids. Your attitude toward your team, group or flock influences what they do and what they think of you. Character causes people to trust you.

Seven questions  to learn more about your character and how it affects your leadership effectiveness:

1. Do you care enough about your people that you want them to win at work, at home and in life?
2. Do you do what you say you will do, speak the truth and act with integrity?
3. Do you feel a sense of accomplishment when your people receive recognition and awards?
4. Do you encourage people to become leaders themselves and support them when they spread their leadership wings?
5. When someone falls short, are you bothered by their lapse and the distasteful nature of having to point this out to them, or do you look forward to an opportunity to help them develop and grow from this experience?
6. When someone on your team puts you in an embarrassing situation, do you let them take the fall or do you have their back? Is it more about you or them?
7. Why are you in a position or place that calls for you to lead? Is it about the joy of seeing people grow and succeed, or is it about seeing your name in lights?

Leadership is quite simple. It’s being the type of person people naturally want to work with, join with, team up with and get things done with. A leader who truly leads from character doesn’t need the title, authority or power because people will gladly join that leader in their pursuit of a goal. These people are going to be engaged, motivated and passionate about pursuing the goal because they trust you.

It all comes down to people doing things because they want to as opposed to being forced to. This is the true test of a leader and only leaders who lead from character can pass it.

When your character leads the charge, everyone owns the goal.

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Don Shapiro is now giving speeches and seminars about The Character-Based Leader. Contact Don to find out how he can help your people step up to the next level as a leader.

_____________________________________________________________________________________________

“The Character Based Leader: Instigating a Leadership Revolution…One Person at a Time,” has just been released by the non-profit Lead Change Group. Don Shapiro, President of First Concepts Consultants, is one of the book’s 21 authors and one of its editors. The core premise of the book is that “leadership is about who you are, not your position or power.” It is available in both print and Kindle versions on Amazon.

“The Character-Based Leader” available at Amazon

“The Character-Based Leader” offers excellent leadership development for everyone by expanding our view of what it means to be a leader and how our own character affects others. Walking the talk, integrity, humility, trust, respect, communication, true servant leadership and more are covered in this eye-opening book.

Don Shapiro is now giving speeches and seminars on “The Character-Based Leader,”, sharing the ideas presented in the book to inspire everyone to become the best leaders they can be.

More Resources

Speakers Brochure: Don Shapiro’s helps people learn, laugh and leave inspired with programs on sales, service, leadership, strategy and choices.

Blog: Build Trust to Boost Employee Retention and Customer Service

Blog: We Need People Who Can Lead Regardless of Their Title

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 speaking on value

View the new Speaker Brochure

Contact Don about speaking at your next meeting.

What “gongs” can you create to make your value more visible to your customers?

Click here to view the embedded video.

Don Shapiro shares his original discoveries about how customers figure out their perceptions of value and what causes that value to rise and fall through speeches, seminars, training and consulting engagements.  These discoveries have helped salespeople close more sales and companies improve their brand image, competitive position and marketing strategies.

Click Here To View Speaker Brochure With Video Excerpt

When Don Shapiro talks, people learn, laugh and leave inspired. Learn more about his customized programs and read some testimonials.

Who leads the team?

That’s why it’s all about people who can lead. People at all levels in any organization have to assume a leadership role. Either that or nothing gets done. Or it doesn’t get done right. While the typical knee jerk reaction is to think of those people as the ones with the important titles, the truth is that leadership has zero to do with ones position or title. You can be a great leader without any title. In fact, the most successful organizations all have people in every function working along sides others with the same positions who assume leadership roles every day.

Those With The Titles Who Can’t Lead Destroy Results

And what about those with the important titles? Yes, it would be great if they were all effective leaders. In the best organizations, most of them are. But there are simply too many people with titles who either can’t or won’t lead. A title does not make one a leader. People with titles who fail to lead are the barrier that holds organizations back, causes them to lose customers, run cost that are too high, deliver poor quality or service, cause poor coordination and teamwork among functions, departments and divisions, and mess up the administrative support systems. They undermine these organizations missions, strategies and standards.

What organization could possibly afford the enormous cost of poor leadership? And yet too many organizations allow individuals to hold important management and supervisory titles who can’t lead and they don’t do anything about it. They either need to develop these people into Character Based Leaders, demote them or fire them. And they need to do this right now, today.

The ability to effectively lead must be a mandatory requirement for anyone with an executive, manager, or supervisory title. It needs to become the new line in the sand for anyone who oversees other people. Bestowing a title does not make one a leader. You can normally tell who will be a good leader because they are already acting like a leader without the title and people are following them even though the organization hasn’t bestowed them with any authority.

True Leaders Don’t Need A Title Or Authority

Everyone Leads

One of the best examples of this I can remember happened when I started working for a bicycle distributor in the 70’s. I took off my coat and tie as a restaurant general manager and put on a khaki uniform with work boots so I could learn this new industry from the ground up by starting in the warehouse. The warehouse had a great manager named George and an able assistant named Jesus. Sometimes both George and Jesus had to leave the warehouse to attend management meetings or handle special problems.

After they left, productivity would start to unravel amongst the warehouse crew. Things slowed down and coordination between pickers, inspectors and packers broke down as well. But only for a short while. Because every single time George and Jesus left, Skip, one of the warehouse workers would fill the leadership void and soon the warehouse was humming along as if George and Jesus had never left. No one asked him to do this. George never said anything to the crew about Skip assuming this role. He just stepped up to the plate and made it happen every single time.

In the thirty different industries I’ve worked with as a consultant, I have seen the Skips of the world stand up and lead their fellow workers. The workers would follow them and do what needed to be done yet the Skips had no titles nor any authority bestowed on them to perform this role. But if they hadn’t, performance would have suffered. In those organizations where no Skips stepped up to the plate, I witnessed disasters unfold before my very eyes. The people with the titles just can’t be there every minute to lead the team. And if they are there, they actually need to lead, not just manage.

It Takes A Team

In truth, every employee needs to lead some of the time and everyone with a title needs to lead all of the time. Leadership development is for every employee who works for an organization, not just the anointed ones. When you develop leaders this way, you always have people ready for promotion that can and will lead.

Press Release about the new book “The Character-Based Leader” that Don Shapiro c0-wrote and edited

View Don Shapiro’s Speakers Brochure with Video

Blog: Build Trust to Boost Employee Retention and Customer Service

Blog: “When Your Character Leads The Charge, Everyone Owns The Goal” about the seven questions to help define ones leadership character

Questions?

Schedule a phone conversation with Don Shapiro, President of First Concepts Consultants, Inc., to answer your questions and explore how your firm can increase its sales, margins and market share.

Customer Value versus price

The customer’s perceptions of value determine what they will buy, what they won’t buy, what they will pay a profitable price for, and what they won’t buy at any price. 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. When customer value drives strategy, firms can grow faster, generate higher profits and deliver better shareholder value.

Customer Value Lies Inside The Mind Of The Customer

Value lies inside the mind of the customer. It does not lie inside products, services, quality, excellence or strategy. That value drives every single decision to buy whether for consumers, business to business, non-profits, government, educational institutions or anything else that exists on this planet. What makes products, services and strategies successful comes down to how closely aligned they are with customer value.

If you look at any market through the eyes of its customers’ perceived value, you can figure out why certain strategies succeeded while others failed. You can see why a super quality approach worked for one firm and failed for another. You can understand why great service won the day for one firm and tanked another. You can understand why deep discounting of marginal quality products succeeds sometimes.

It’s all about what causes customers to make a decision to buy or not buy and how that changes with each offering. Examine this realistic snapshot of one persons approach toward buying a variety of products and services and you can see how customer value connects back to strategy

• They buy a Lexus or BMW because they want the very best quality and reliability in their car not to mention the status. But they buy their suits at Men’s Warehouse because they don’t believe most people can tell the difference between their suits and the name brand ones. They turn around and buy the most expensive ties imaginable because they feel that makes an important statement. They get their haircut at the cheapest discount barber because one haircut is like another.
• At the office, they buy the cheapest discount copy and laser printer paper because they think the name brands are a waste of money. They buy the best engineered and most expensive production equipment possible for the manufacturing floor then turn around and pay their people the lowest wages in their local area. To boost employee morale (which sags all too easily), they are always throwing company picnics, recognition and reward events, and offer free soft drinks.
• At the super market, they buy the cheapest generic paper towels and only when they are on sale. They will fill their cart with all kinds of everyday products but bypass this certain brand of cheese they love because they can buy it at Wal-Mart for $2.00 less a pound. When their local market replaced their favorite brand of floss with another brand, they went on the internet to buy it. But for meats, fish and produce, they only buy at Whole Foods to get natural, organic products without pesticides or antibiotics even though they pay a lot more.

The apparent inconsistencies in these buying decisions are quite common. In fact, virtually everyone exhibits some type of inconsistency in their reasons for buying different products and services. Welcome to the world of Homo sapiens otherwise known as human beings and for the purposes of our discussion they are called customers. Our choices about what we will and won’t pay money for come down to what is important to us.

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When Don Shapiro speaks, people learn, laugh and leave inspired. Have Don give one of his high energy and interactive programs before your group on leadership, strategy, sales, marketing or customer satisfaction.

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What Customers Consider Important Drives Customer Value…And What You Should Offer

When quality or service is of the utmost importance, we will pay a premium for it. Where it’s not, we will bypass the premium offerings for something that’s good enough to meet our needs for the lowest price we can find. Sometimes, we are willing to accept inferior quality and poor service just to buy something at a rock bottom price. Literally, quality and service are unimportant to us for certain offerings. Depending on the mix of what is and what is not important to us, we will assign a value to everything we could buy. That becomes the value we place on that offering which determines the highest price we would ever pay for it. This is customer value in action.

If a company jumps on the service excellence band wagon which forces it to raise its prices to cover the additional cost, that strategy will only work if the customers in their market consider great service highly important. As the importance of service to them declines, they will pay less and less over the original price until there comes a point where they won’t pay one penny more for that special service no matter how much it has improved.

When you know how important or unimportant every single thing you could offer is to your customers, you can figure out what to offer and what to avoid. Let customer value drive your strategies and your offerings. The most successful companies deliver the value that customers are willing to pay a profitable price to receive. That allows you to deliver satisfying value to both your customers and your shareholders. Customer value is the only thing that can successfully link the customer, company and shareholder together.

Further Reading

Find The Stealth Customer Value To Increase Sales (And Your Prices)

Hidden value exists inside every customer and the companies selling to those customers that could increase sales and justify higher prices. This article clarifies what customer value is, why it’s so important and includes a checklist of ideas and questions to help you uncover stealth customer value.

Make The Value Visible: The Lawry’s Gong Story

Video from live seminar before a B2B technology firm where Don Shapiro shares a story about how Lawry’s The Prime Rib turned a cup of coffee into a marketing and merchandising phenomena that boosted word of mouth advertising. Any business including B2B can apply this concept to help increase their customers perceptions of value.  The customer’s perceptions of value determine whether they buy or not.

View Don Shapiro’s Speaker’s Brochure with Video Excerpt about Making The Value Visible

Questions?

Schedule a phone conversation with Don Shapiro, President of First Concepts Consultants, Inc., to answer your questions and explore more about customer value and how it can help your firm increase sales, margins and market share.

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 interpreting what they hear correctly and not being curious enough about the customer. They might feel more comfortable talking about what they know… their offer and its benefits… than actually finding out all that the customer thinks and feels. To boost sales growth, you have to get deep inside the customer’s mind.

Salespeople make choices to help close the sale based on all they know at that moment in time. If they knew more, they would make different choices about what they do next. If they knew everything that actually affects closing the sale, they might change a lot of their choices about what they do.

Salespeople Boost Sales Growth By Making Better Choices

A salesperson’s choices have more affect on whether they close the sale than their communication techniques. When those choices are based on why people buy and how they figure out perceived value, salespeople make choices that help customers justify a purchase decision and see a high enough value to pay a profitable price.

These are conscious choices salespeople can make that grow out of a deeper understanding about what actually affects the customer’s decision to buy. Closing the sale requires in-depth knowledge about the customers needs and wants, what they consider important and unimportant, what they would highly value and everything affecting them. To close the sale, salespeople have to figure out how to use all that information to influence the customer’s perceptions of value.

Every sale happens inside the mind of the customer. What that customer thinks about, how they view their situation, what they consider important and unimportant, and much more all contribute to how they see the offer and the company offering it. The more a salesperson knows about what is going on inside the customer’s mind, the more likely they are to make choices that will produce sales growth. Whatever they don’t know about the customer can and will sabotage the sale.

The Customer’s Mind

Salespeople Know Less About Customers Than They Think They Know

Our research shows that, on average, experienced and trained salespeople know about 75% of the available information that could influence the customer’s purchase decision. Yet, they are often unaware that their knowledge of the customer is 25% less than it could be. How can we get salespeople to consistently seek out more information that can help them with closing the sale?

What salespeople need is a guidance system that leads them to seek out more information from the customer, determine when the information is sufficient to move the sale forward and use that information to close the sale. By learning why people buy, what affects their customers’ buying decisions and how they figure out perceived value, salespeople become motivated to seek out more information that will boost their sales growth.

How A Guidance System Helps Salespeople Close The Sale

When salespeople seek out the maximum possible information from the customer to help guide them toward a purchase decision, they do the following:

• Listen better
• Interpret what they hear better
• Avoid costly assumptions
• Become more curious about what the customer thinks
• Develop deeper relationships with more people

This leads salespeople to do the following five things that will cause more customers to say yes more often at profitable prices.

1. Increase the number of needs and wants uncovered
2. Raise how serious and compelling those needs and wants are
3. Present solutions that more closely align with the customer
4. Raise how important the customer ranks each benefit
5. Increase the perceived value of what is offered

When salespeople do all five to the max, they close more sales, increase their win rates, penetrate deeper into existing accounts, retain more customers, and increase referrals to new prospects. They boost their sales growth.

“Closing the sale is about the entire sales process, not just the end of the process. It isn’t any one thing a salesperson does that makes the difference in closing the sale. It’s everything they do that makes the difference. Closing the sale starts with the first contact and proceeds through every conversation and information exchange until the salesperson has poured a strong enough foundation for the customer to say yes.” Don Shapiro, President, First Concepts Consultants, Inc.

View Don Shapiro’s Speakers Brochure with Video about Making The Value Visible

Questions?

Schedule a phone conversation with Don Shapiro, President of First Concepts Consultants, Inc., to answer your questions and explore how a deeper understanding about why people buy and how they figure out value could  boost your salespeople’s closing rate. Don Shapiro has been educating and inspiring salespeople with his speeches, seminars and training program Close More Sales for over 27 years.

More Information

White Paper: Why People Buy

Learn some of the conclusions from Don Shapiro’s three decades of research into why people buy and what affects their purchase decisions based on his observing hundreds of salespeople and having over 3000 salespeople call on him.

Customer Value…The Ultimate Path To The Best Strategies, Products And Services

Defines what customer value is and how it can help any company to increase its sales, margins and market share. When a business becomes truly customer driven then customer value unifies everything it does.

Video: Hidden Customer Value, Pricing And Margins

Revenue Detective Don Shapiro, President of First Concepts, talks about the increasing price and margin pressure many companies are now experiencing and how to address it.

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.

ABC’s Of Why People Buy

By the early nineties, I had mapped out the customers’ buying process. These were the stages the customer went through as they traveled from no to yes. This was how the customer thought out a purchase that enabled salespeople to close the sale. When I taught this to salespeople, I noticed that their closing rate went up. They were closing more sales because they were paying attention to the prospect’s buying process instead of their sales process.

Why Salespeople Really Close The Sale

But that buying process didn’t explain why customers said yes or no, just how they made the journey from no to yes. Over the next twenty years, I kept digging deeper to find that elusive why that would explain how to close the sale. It turns out that the customer’s perceptions of value is the key.

When customers have a high perceived value for what is offered, they usually say yes. As those perceptions of value fall, they are more likely to say no. When you know what value a customer has placed on an offer, you can predict with a 95% degree of accuracy whether they will say yes or no….whether a salesperson will close the sale.

Closing The Sale Is About High Perceived Value

People buy because they have high perceived value. Closing the sale is about raising the customer’s perceptions of value as high as possible. That’s the ultimate answer as to why people buy. But knowing that doesn’t tell salespeople enough about what they can deliberately do to raise their customer’s perceptions of value to close the sale.

Customer Perceived Value

That led us to explore how customers figure out their perceptions of value. We wanted to know what customer value is, how customers assign a value to an offer and what causes that value to rise and fall. What we found resembled the customer’s buying process that we originally mapped out with some new findings that are the key to how high their value rises.

Close The Sale By Raising Perceived Value

When salespeople understand how customers figure out their perceptions of value and what causes it to rise and fall, they are aware of more things they can do that will raise their prospects perceptions of value. In addition, by seeing the role that perceived value plays in closing the sale, salespeople start paying close attention to anything their prospects and customers say or do that tells them how they value things. That alerts salespeople to potential areas where the value isn’t high enough so they can address these and raise the perceptions of value before asking for the order and hopefully before discussing price.

By focusing on perceived value and what affects it, salespeople spend more time doing those things that will get their customers to say yes, avoid assumptions which cost them sales and end up closing more sales. These new discoveries can help even experienced, trained, successful salespeople who are meeting and beating their quotas.

Currently, these discoveries are not included in any books or training programs outside of the speeches, seminars, training and consulting services offered by First Concepts Consultants, Inc. We hope to complete a book on this after enough sales forces have been exposed to these new discoveries to evaluate how this new information affects their closing rate. Yes, there is more to learn about closing the sale than most salespeople currently know. Salespeople close the sale by raising their customer’s perceptions of value.

Speeches, Seminars and Training on new discoveries that help Close More Sales

For your next meeting or conference, let Don energize your salespeople and give them something they can immediately apply to close more sales.

Questions?

Schedule a phone conversation with Don Shapiro, President of First Concepts Consultants, Inc., to answer your questions and explore how these new discoveries could boost your sales…even the sales of your experienced, trained, successful salespeople.

Additional Resources on closing the sale and customer value

Closing The Sale: Salespeople’s Choices Are The Key

Explores the importance of the choices salespeople make about what they do next to close the sale. Those choices are based on all the available information they have about the prospect. The more salespeople know about why people buy and how they figure out value, the more information they gather from prospects and customers. That additional information causes them to make better choices about what they do next to increase the likelihood of closing the sale.

White Paper: Why People Buy Research Conclusions

Describes some of the major conclusions from the why people buy research study and includes questions salespeople should ask to apply these conclusions. When salespeople understand why people buy, how they figure out value and what affects whether they say yes or no, they can do more things to help close the sale.  Closing the sale is primarily about making the best strategic choices based on what is going on inside the customer’s mind that will cause their perceived value to rise.

Increase Sales By Finding The Stealth Customer Value

Looks at what customer value is, how customers figure out their perceptions of value and the existence of hidden value that could help justify more purchases at a profitable price.

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

Questions?

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 your firm increase its sales, margins and market share.

To Explore This Further

Find The Stealth Customer Value To Increase Sales (And Your Prices)

Article explores hidden customer value, what customer value is, how it affects the prices customers pay and how to increase the customer’s perceptions of value.

Customer Value…The Ultimate Path To The Best Strategies, Products And Services

Defines what customer value is and how it can help any company to increase its sales, margins and market share. When a business becomes truly customer driven then customer value unifies everything it does.

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

Questions?

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 your firm increase its sales, margins and market share.

To Explore This Further

Find The Stealth Customer Value To Increase Sales (And Your Prices)

Article explores hidden customer value, what customer value is, how it affects the prices customers pay and how to increase the customer’s perceptions of value.

Customer Value…The Ultimate Path To The Best Strategies, Products And Services

Defines what customer value is and how it can help any company to increase its sales, margins and market share. When a business becomes truly customer driven then customer value unifies everything it does.