Sales professionals migrate the discussion away from “features” and beyond “benefits,” putting all the focus on their prospect’s values. They also reframe benefits so they can be measured with the prospect’s yardstick. Once you understand what your prospect truly values, you’re in a much better position to help that prospect make a better evaluation, one that transcends “lowest first cost.”

Learn why proposals that you thought you lost on price were likely lost on value, and how to prevent that from happening in the future… including a sure-fire way to overcome “three-bids syndrome.”

Registration fee:


FREE for current Selling in 6™ Members. If you are a Selling in 6™ Member, please email info@sellingenergy.com for complimentary access.

Your registration includes:

  • Access to the recorded version for 30 days.
  • Ongoing invitations to live monthly Mastermind Group Coaching Calls with Mark Jewell to support your continued success.

Terms of use:
Registration is for a license to use these course materials on a per-person basis for one year. Access by unlicensed registrants is strictly prohibited. As the licensed registrant for this training, you are accountable for any illegal distribution of course content including sharing your log-on information with others, group viewing, posting copies of this material on the Internet or on a company server or intranet, and any other form of unauthorized sharing. If you need help registering other people for this course or using these training materials for your team, please email info@sellingenergy.com so that everyone may be properly registered. All training materials are covered by U.S. Copyright law and under the Digital Millennium Copyright Act.