65% of executives believe that they are not able to charge the prices they deserve for their products and services.[1]
46% of companies believe they are involved in price wars. In some countries, such as Japan that figure is as high as 85%.[1]
Why are so many companies failing to achieve prices for their products and services that reflect the true value they provide to customers? In our experience, with hi tech, energy and healthcare clients, failure to achieve value pricing is due to lack of preparation, communication capabilities and negotiation skills of the sales people.
What you will learn:
- Dynamics between price discounts and profitability.
- Quantifying and communicating the impact of the offer value to justify a fair price.
- Identifying the specific buyers who recognize the importance a good value offering.
- Circumventing price-only procurement buyers without alienating them.
In addition to discussing the best ways to prepare sales people to achieve optimal value pricing, we will present actual case studies that offer proven advice for communicating and negotiating with customers. This webinar will also provide you with our Global Partners "Value Pricing Toolbox", a set of practical tools for enabling companies to get the prices they deserve.
[1] 'Global Pricing Study 2011: "Weak pricing cuts profits by 25%"'. Simon – Kucher. August 2011.