The Complete Guide to Value Selling: Marketing, Selling, and Negotiating Based on Value
This 30-page ebook will enable and empower marketing/sales people and their companies to resist pressures to lower their margins and maintain positive and profitable relationships with their customers. You will learn how to: define Value Selling and Marketing for your organization; develop Quantified Value Propositions; identify the Value Buyers in your customer's organization and how to get to them; define compelling Value Messages; consistently apply Value Selling and Marketing techniques to get the prices you deserve for your products and services; and confront Value Leakage and secure your margins.
Value Selling Toolkit eBook
Effective Value Selling has become critical to suppliers' profitable sales growth because customers often only use price as the dominant factor in sales negotiations. When it is done effectively, Value Selling is often a company's strongest capability for getting the highest price. This ebook will provide you with the tools needed to define, position, and sell your unique value to customers.
How to Create Value and Achieve Trusted Business Partnerships
During this webinar, you will learn how to overcome your customers' increasing proficiency of using price as the dominant factor in purchasing, and, at the same time, transform your organization into their Trusted Business Partner.
Selling and Negotiating Optimal Value Prices Webinar
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 eBook
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 Presentation
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 Article
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.