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2016 Conference Sessions
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The Four Domains of Value

Thursday, May 26, 2016 | 10:00 AM - 11:30 AM | Republic

Tom Sant
Most customers seek value, but they seek it in different areas.  This presentation discusses the four domains of value–strategic, tactical, social and personal–and the kinds of buyers who seek each type. Attendees will learn how to develop a quantified and substantiated value proposition for each domain by following a repeatable process: strategic analysis of the prospect's needs and aspirations, the competition's strengths and weaknesses, and individual differentiators. This analysis is articulated in a focused message of quantified value substantiated with a variety of evidence and support.  This presentation moves through that process systematically.

A former college professor, standup comic, and founder of two successful firms, Dr. Tom Sant, CF APMP Fellow, has had a revolutionary impact on the way business people communicate.  Named the world's foremost authority on winning sales proposals by the American Management Association, he is the author of the best-selling Persuasive Business Proposals, and he also wrote The Giants of Sales and The Language of Success.

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