Selling and Negotiating Optimal Value Prices
In our experience, failure to achieve value pricing is due to lack of preparation, communication capabilities and negotiation skills of the sales people. In this webinar, you will learn the best ways to prepare sales people to achieve optimal value pricing, and hear actual case studies that offer proven advice for communicating and negotiating with customers.
Selling and Negotiating Optimal Value Prices
All too often we hear sales people complain that while quantifying and positioning the value that their products and services create for their customers should lead to achieving fair prices, their customers continue to resist value arguments and insist that the lowest supplier price will get the business. In this ebook we present practical approaches, tools and techniques that can be applied by any supplier company to achieve fair value-based prices with their customers.
Using sales processes to promote retail branding and increase supplier brand equity
This presentation is case study of how Electrolux brought their brand back to life across its 9000 stores.
Value selling toolkit
With the Value Selling Toolkit, you will discover how to estimate the impact that your products and services can have on your customer's business results, and apply these estimates to make a compelling Financial Value case to the right customer contact.
Business dialogue tool
Use the Business Dialogue Tool to discover how to engage executives in business dialogue and create your own business savvy dialogue, and apply these insights to your business dialogue meeting planner to drive your desired meeting outcome objective.
Building high value relationships with retail customers
In today’s retail landscape, chain stores competing primarily on price and selection dominate the market. This article discusses how sales people can create real ‘value’ for customers by understanding their problems and needs and providing ‘solutions’ in the form of products that address those needs.