Selling Value More Confidently in Seven Steps
How to Give Sales the Confidence They Need to Communicate and Capture Value
To sell effectively, salespeople not only have to be confident in themselves, they also have to be confident in the value of the offerings they’re representing. In this tutorial, you will learn about:
- Why a salesperson’s confidence in themselves is not enough to hold the line on discounting
- Three reasons the sales team should be viewed as a primary audience for value messaging
- Seven straightforward steps you can take without boiling the ocean or taking on too much
- What you can expect to happen and what you need to watch out for as you move forward
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Two Paths Toward Pricing Improvement
More B2B companies than ever before are taking steps to improve their pricing. But they aren't all going about it in the same ways...or achieving the same results. In this special report, we characterize the two primary paths that are being taken and expose the critical differences.
View This Research -
Questions & Answers with Reed Holden
A godfather of the modern pricing practice talks to PricingBrew about the “hidden” challenges in B2B pricing.
View This Interview -
Seize the Pricing Opportunity Before Others Do
In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
View This Interview -
Working With the C-Suite to Improve Pricing
A conversation with veteran pricing professional Lydia DiLiello about working more effectively with executive management.
View This Interview
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this tutorial as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges