The Complete Guide to Value Recognition:
Marketing, Selling, and Negotiating Based on Value

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. However, it does not have to be this way.

The Complete Guide to Value Recognition

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.

In this 30-page ebook, 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
  • Confront Value Leakage and Secure Your Margins

We hope that this 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.

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