This document provides an overview of a training module on value-based pricing. The module aims to help participants understand what value-based pricing is, appreciate the conditions necessary for it to succeed, and have tools to discuss this approach with clients. The training will define value-based pricing, discuss its advantages, provide ways to assess the value an organization brings, and how to explain this pricing model to clients. Exercises, group work, and discussion questions are included to help transfer learning. Additional tools and resources that expand on topics like assessing value and pricing options are available for purchase.
Negotiating sales requires sound judgement, the ability to think on your feet and lots of practice. But if you find it a bit daunting, our free guide has a solid set of rules you can follow to hit the ground running. View it here.
How to Create Value and Achieve Trusted Business PartnershipsGlobal Partners Inc.
All too often we hear sales people complain that 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 fact, effectively selling value can transform you and your company into a Trusted Business Partner to your customers.
Learn how to:
- Define Value Selling and Value Marketing
- Develop quantified value propositions
- Identify the Value Buyers in your Customer's organization and how to get to them
- Determine high impact Value Selling messages
- Consistently apply Value Selling and Marketing techniques to get the prices you deserve
- Integrate Value Selling Plans with your Strategic Account Plans and coach account managers to improve their Value selling capabilities
Presentation held at the Stockholm Value-Pricing Meetup on May 10, 2016 covering the basic ideas of value-pricing (value-based pricing), why it is in many ways superior to cost-plus or hourly billing and why you should adopt it.
Buyers know they want it, enterprises know what they're doing!! A Value Proposition is what we need.
One of the most efficient business drivers is a good value proposition. Not having one is like not knowing which problem is being solved, even though huge effort and investment goes into the solution!
Negotiating sales requires sound judgement, the ability to think on your feet and lots of practice. But if you find it a bit daunting, our free guide has a solid set of rules you can follow to hit the ground running. View it here.
How to Create Value and Achieve Trusted Business PartnershipsGlobal Partners Inc.
All too often we hear sales people complain that 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 fact, effectively selling value can transform you and your company into a Trusted Business Partner to your customers.
Learn how to:
- Define Value Selling and Value Marketing
- Develop quantified value propositions
- Identify the Value Buyers in your Customer's organization and how to get to them
- Determine high impact Value Selling messages
- Consistently apply Value Selling and Marketing techniques to get the prices you deserve
- Integrate Value Selling Plans with your Strategic Account Plans and coach account managers to improve their Value selling capabilities
Presentation held at the Stockholm Value-Pricing Meetup on May 10, 2016 covering the basic ideas of value-pricing (value-based pricing), why it is in many ways superior to cost-plus or hourly billing and why you should adopt it.
Buyers know they want it, enterprises know what they're doing!! A Value Proposition is what we need.
One of the most efficient business drivers is a good value proposition. Not having one is like not knowing which problem is being solved, even though huge effort and investment goes into the solution!
Dmytro Breslavets: Test fast, die cheap. Як закривати гештальти швидко та не ...Lviv Startup Club
Dmytro Breslavets: Test fast, die cheap. Як закривати гештальти швидко та не забивати собі голову “геніальними” ідеями (UA)
P2H x LemBS. Онлайн-вебінар "Test fast, die cheap" [18.05]
Website - https://lembs.com/p2honeonline
Youtube - https://www.youtube.com/startuplviv
FB - https://www.facebook.com/pmdayconference
Cost and Pricing
Discuss the importance of pricing decisions in the short and long term
- Understand why we should always begin with cost estimation and
understand the relationship between costing and pricing decisions.
- Learn how to differentiate and calculate the different types of costs
- Identify different pricing strategies for Goods and services.
- Apply different pricing strategies with a focus on three main bases of
pricing (Costs, customized/freelancing and Value).
- Practice different strategies using examples and case studies
1. Four Product Management mindsets Deploy and balance the Explorer, Analyst, Challenger and Evangelist mindset throughout the product life cycle to avoid common pitfalls and deliver a superior solution.
2. Create context to motivate a high-performing team Practical tips and real-world examples to drive innovation, shared understanding, mitigate risks, and create energy and focus.
3.Understand your profile Evaluate your "go-to" strengths versus where you need to consciously practice, and how to recognize and balance stakeholders’ own.
4. Tools to help you Navigate challenging stakeholder relationships. Emerge with a stronger reputation as a leader when faced with conflicting business priorities, changes in direction, misaligned incentives, resource constraints, unexpected disruptions, and aggressive deadlines.
5. And many more strategies Techniques to say “no” given common stakeholder archetypes, how to diplomatically, authentically yet firmly approach keeping your priorities on track.
Hvilke deler av forretningsmodellen du kan gjøre mer lønnsom med teknologi? Vi viser deg hvordan du bruker The Business Model Canvas til å finne ut hvordan en applikasjon kan spare bedriften penger.
Eptica_CCExpo_Workshop_Making the Case for Contact Centre Investment_2013Eptica UK Ltd
Drawing on experience of working with leading brands AirAsia, Dixons, Ageas, The White Company, and L’Occitane en Provence, Eptica will share its expertise on how to create a business case for investing in technology to deliver more efficiency, better customer experience and drive revenue from service. This workshop will include practical advice drawing on case studies and real life examples and will encourage participants to share challenges and best practice.
Using Amazon's PRFAQ Methodology! by Amazon Product LeaderProduct School
Main takeaways:
- Working backwards and structuring your thinking
- The PRFAQ process and adapting to your needs
- Planning to consensus building to execution
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
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Dmytro Breslavets: Test fast, die cheap. Як закривати гештальти швидко та не ...Lviv Startup Club
Dmytro Breslavets: Test fast, die cheap. Як закривати гештальти швидко та не забивати собі голову “геніальними” ідеями (UA)
P2H x LemBS. Онлайн-вебінар "Test fast, die cheap" [18.05]
Website - https://lembs.com/p2honeonline
Youtube - https://www.youtube.com/startuplviv
FB - https://www.facebook.com/pmdayconference
Cost and Pricing
Discuss the importance of pricing decisions in the short and long term
- Understand why we should always begin with cost estimation and
understand the relationship between costing and pricing decisions.
- Learn how to differentiate and calculate the different types of costs
- Identify different pricing strategies for Goods and services.
- Apply different pricing strategies with a focus on three main bases of
pricing (Costs, customized/freelancing and Value).
- Practice different strategies using examples and case studies
1. Four Product Management mindsets Deploy and balance the Explorer, Analyst, Challenger and Evangelist mindset throughout the product life cycle to avoid common pitfalls and deliver a superior solution.
2. Create context to motivate a high-performing team Practical tips and real-world examples to drive innovation, shared understanding, mitigate risks, and create energy and focus.
3.Understand your profile Evaluate your "go-to" strengths versus where you need to consciously practice, and how to recognize and balance stakeholders’ own.
4. Tools to help you Navigate challenging stakeholder relationships. Emerge with a stronger reputation as a leader when faced with conflicting business priorities, changes in direction, misaligned incentives, resource constraints, unexpected disruptions, and aggressive deadlines.
5. And many more strategies Techniques to say “no” given common stakeholder archetypes, how to diplomatically, authentically yet firmly approach keeping your priorities on track.
Hvilke deler av forretningsmodellen du kan gjøre mer lønnsom med teknologi? Vi viser deg hvordan du bruker The Business Model Canvas til å finne ut hvordan en applikasjon kan spare bedriften penger.
Eptica_CCExpo_Workshop_Making the Case for Contact Centre Investment_2013Eptica UK Ltd
Drawing on experience of working with leading brands AirAsia, Dixons, Ageas, The White Company, and L’Occitane en Provence, Eptica will share its expertise on how to create a business case for investing in technology to deliver more efficiency, better customer experience and drive revenue from service. This workshop will include practical advice drawing on case studies and real life examples and will encourage participants to share challenges and best practice.
Using Amazon's PRFAQ Methodology! by Amazon Product LeaderProduct School
Main takeaways:
- Working backwards and structuring your thinking
- The PRFAQ process and adapting to your needs
- Planning to consensus building to execution
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
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