INTRODUCTION
This program is specially designed for participants dealing primarily in B2B and in areas such as pricing, sales, and negotiation, revenue, and yield management, marketing and promotions, finance and control, costing and budgeting, bids and contracts management, consumer insights and value creation.
Customers don’t buy a product or service, they buy VALUE. Understanding value from your customer’s perspective and effectively creating, identifying and communicating the value proposition to your customers is of utmost importance in today’s global economy. When customers inevitably say the price is too expensive, learn to move the discussion to “What is the right Value” instead of “What is the Right Price” as you will only lose the business to the next lower-priced competitor in price wars.
PROGRAM OBJECTIVES
Companies need to adopt smart pricing to outperform rivals by confidently honing their strategic focus and deeply understanding changes in customer demand. Understanding your customers’ perception of your value offering directly impacts your top-line revenue and bottom-line profitability. The more value you can offer your customers, the more flexibility they will have with price
LEARNING OUTCOMES
The program will help participants:
- Understand pricing as the most powerful profit lever
- Develop and implement innovative value-based pricing strategies and tactics with a balance between top-line and bottom-line growth
- Understand pricing models used by world-class organizations
- Create an effective strategic pricing planning process and system
- Learn to price your products based on value and segmentation
- Learn fresh perspectives on how to think about value, discounting and create pricing strategies that involve your marketing, sales, finance, and channels
- Learn how to quantify the value and financial benefits customers receive from your products and services
- Gain confidence to sell value and not price
WHO MUST ATTEND
For all levels of leaders/managers.
Need more information & consulting for tailor-made programs?
