Getting Sales To Sell the Value
Keeping Your Value Pricing Efforts from Falling Apart in the Last Mile
It's so frustrating. You've done the work to know that your offerings deliver more value than the alternatives. But the second there's the slightest amount of push back or hesitancy from a prospective buyer, your salespeople just cave in and start discounting that value away. So how do you change this dynamic? How do you reinforce your value in the marketplace? How do you get your sales team to actually "sell the value?" In this on-demand webinar, you'll learn about:
- Checking your work to ensure that you've developed a rock-solid differential value case.
- Making better use of marketing materials to prime buyers and influence value perceptions.
- Addressing five conditions that need to be in place for reps to sell the value consistently.
- Anticipating and overcoming the biggest sources of organization conflict and resistance.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Manage Your Customer Mix to Improve Profits
It's natural to assume that you need to raise your prices or lower your costs to improve gross margins. But there's another powerful variable in the equation that can help grow profits.
View This Tutorial -
Six Price Optimization Misconceptions Exposed
Price optimization can provide a significant competitive advantage for the companies that have adopted it. This guide explores the mistaken beliefs that could be costing you sales & margin dollars.
View This Guide -
Do European Companies Really Price Better?
In this informative interview, Per Sjofors, the founder and CEO of Atenga, defends his bold assertion that European companies lead US companies in the development of pricing capabilities and processes.
View This Interview -
Managing Your "Minimum Advertised Price"
Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.
View This Guide
Come Join Our Next Webinar
Dynamic Price Segmentation
How to Model and Capture Profitable Differences in Willingness-to-Pay
