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Escaping "Three-Bids Syndrome" by Focusing on Value Not Price


1 Hour

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About Escaping "Three-Bids Syndrome" by Focusing on Value Not Price

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 that transcends “lowest first cost”.


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

After completing this course,
you will be able to:

  • Recognize the difference between “features and benefits” and “values”
  • Apply business acumen to craft more compelling value propositions for your prospects
  • Communicate the benefits of your proposed energy solution so that it better resonates with what each prospect values
  • Incorporate insight and discovery (and minimize the time and effort of purchasing) to improve the value your prospect perceives as they evaluate your proposed solution


What people saying

“Mark provided new ways to look at the sales process that should lead to more opportunities.”

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George Cullina

Energy Efficiency Consultant at Eco Lighting Services and Technology

“Mark fills a very unique niche in sales training. He has a rich repository of wisdom and skills development tools, and I love the way his delivery make it easy to customize and fit into an overall training framework.”

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John Connerton

Sales Training Manager\Coach at Trane Technologies

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About the Instructor

Mark Jewell

Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.