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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.

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