1. Selling the experience – today’s essential differentiator Chris Sayers - BT Regional Director, North East

2. Utility Frontier Commodity Lowest cost Transactional selling Non-emotive decision making Benefits sale Value rather than cost Emotional engagement Experience Cost Value Commodity...Added Value...Experience?

3. Utility Frontier Commodity Lowest cost Transactional selling Non-emotive decision making Benefits sale Value rather than cost Emotional engagement Experience Cost Value

4. Utility Frontier Cost Value Commodity Lowest cost Transactional selling Non-emotive decision making Benefits sale Value rather than cost Emotional engagement Experience Commodity...Added Value...Experience?

6. The Broadband enabled revolution Internet – came of age with ubiquitous Broadband availability The rise of social networking Changing behaviour / culture – Facebook, internet trading.... Experience is going virtual Super fast broadband ??? How does this add to the experience?

9. “Experience is the teacher of all things.” Julius Caesar