Seven Steps to Identify and Capture Your Value
Learn the Basic Process Steps That Are Crucial for Success in Value-Based Pricing and Selling
When it comes to value-based selling and pricing, it's easy to get sidetracked by all of the apparent complexity. But we all know that the fundamentals in anything will usually get you 70-80% of the way there. In this video guide, you will learn about:
- How to brainstorm the various ways your offerings provide value.
- How to use customers and internal experts to distill your hypothesis.
- How to test and refine your assumptions to avoid major mistakes.
- How to document the differential value gaps that really matter.
- How to quantify "hard" drivers and develop strategic messages.
- How to avoid the most common mistakes that others have made.
- What to do if or when your competitors are outperforming you.
- How to craft messages that are strategic, without being negative.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Managing Mix to Boost Sales
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Keeping Your Customers After You've Acquired Them
In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.
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The Negotiation Tactics Cheat Sheet
Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
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