Get paid for the value you provide
65% of companies are not able to achieve the prices they deserve for their products and services. And in some businesses, a 1% increase in price can enable a company to double its profit margins. Getting the price you deserve requires a shift in thinking: from selling products and services to creating value for customers and getting it recognized.
So how can you get the Value Recognition you need from customers?
The answer is to focus on 3 key capabilities:
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. In this ebook you will learn practical approaches, tools and techniques that can be applied to achieve fair value-based prices with your customers.