Video Recording: Thomas Herman on Revenue Generation
Talk: Why Should I Buy From You?
Whether you own a business, lead a sales team or are an individual contributor, this question is constantly being posed to you by potential customer(s). Even existing customers ask the question when they are trying to decide if they should continue to do business with you. It does not matter how big or small your business or team is, nor does it matter what your product or service is … this question is being asked. The question comes in many formats and learning to recognize the question and, more importantly, learning how to answer this question is critical to a successful outcome. What are the underlying reasons you are being asked this question? What is the most effective way to answer?
The proper response is not what most business owners and leaders expect and is not the response that is given the majority of the time. You can improve your ‘win ratio’ by understanding the motivation behind the question and learning techniques that speak to the underlying motivation.
Recorded: February 5, 2021
Thomas Herman is a revenue creation expert, serving as Principal, Managing Director and Coach at High Road Enterprises / CRO Roundtable. Best described as a leader who consistently applies technology, logic and human understanding to the solving of business problems in the arenas of revenue generation and client relations. Thomas is drawn to opportunity where one can ‘make a difference’, and has served as an individual contributor, team lead, sales manager, VP sales & service, executive management and owner across various industries.