Books
Value-Based Pricing
“This is one of the best texts on this topic I have run up against so far. First the descriptions of pricing and how it is arrived at is succinct, clear and bang on the money. Second this is the first pricing book that really identifies how many objections that sale can find with changing the pricing strategy as well as the huge obstacle that sales is to implementation. Then they do show you how to capture customer value in order to extract the price you deserve. The case studies at the end of the book are a bonus for those serious about implementing value based pricing. This is a must have reference for sales and marketing organizations as well as CEO’s. Plus with both authors from the UK, they do not waste a word- it is all clear and valuable”.
Reg Nordman – Founder and Managing Partner, Rocket Builders
When customers feel they are getting good value from your product or service, they are more than happy to pay more―which is good news for you and your business. Even in today’s global market―with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings―you can outsell and outperform the rest using Value-Based Pricing.
Done correctly, this method of pricing and selling helps you:
- Understand your customers’ wants and needs
- Focus on what makes your company different
- Quantify your differences and build a value-based strategy
- Communicate your value directly to your customers
Now more than ever, it is essential for you to reexamine the reality of the value you offer customers―and this step-by-step program shows you how.
Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers―through marketing, selling, negotiation, and pricing―you can expect an increase in profits, productivity, and consumer goodwill.
So forget about your old pricing methods based on costs and competition. Once you know your own value―and how to communicate it to others―everybody profits.
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The Seven Challenges of Value
“Many talk about value and value based pricing but very few have been successful implementing this. This book takes a very pragmatic and concrete view on how to go about this in reality and what the real issues are. This has become mandatory reading for all my sales team.”
Jurgen Vanhoenacker; Executive Director – Sales, Marketing & Wealth Structuring
In The Seven Challenges, you will discover the key steps to:
- Understanding Customer Value
- Creating Customer Value
- Delivering Outstanding Customer Value
Each of the Challenges need to be addressed if you are to deliver outstanding value to your customers – and capture some of that value to help you improve your own margins and profitability. This book, little though it is, will help guide you on the value journey and uncover some of the secrets to doing just that.
From understanding value, through to the Value Sales Process and the creation of your Value Proposition the book is an invaluable source of inspiration as you take on one of businesses great challenges – The Challenge of Value. Enjoy the journey!
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The Challenge of Value
“The contents of this book are at the very heart of understanding value. As a result, I think it would be extremely helpful for readers wishing to understand and implement value in their own organisations”.
Helmut Stiegler, Manager Sales & Marketing-Sales Excellence, Siemens Industry Automation Division
First you must understand your customer and what is important (valuable) to him personally and to his business in terms of the three elements of the Value Triad©.
Second you must understand your competition and how you are different from them on those issues that are important to the customer.
Third you have to quantify the monetary and emotional value (both positive and negative) of these differentiators.
Finally you have to construct a Value Proposition that clearly explains the differentiated value that your product or service brings to the customer.
At the end of the day, customers will only buy your product or service if they understand the value that you offer and they feel they have a reasonable chance of receiving that value if they purchase.
That’s the challenge. This book will help you meet it.
PURCHASE
PREVIEW
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Video Pack
The Value Challenge System
“The Value Challenge System has been invaluable to us. Our fundamental approach to customers has changed and I am convinced we have a much better understanding of their expectations. In addition, I believe our sales team are more motivated by this “new way” of operating our business. Our “Value Challenge” training continues using Mike’s convenient online portal”.
– Paul Smith, Director of Sales & Marketing – Mitsubishi Pencil Company
14 modules covering everything you need to start and complete your Value Journey. Understand, create and deliver outstanding value to your customers – and get paid for it! This online video program will transform the way you sell and move you from a product to a customer focus, and from discounting to win to winning on value.
The Value Challenge System will help you understand, create and deliver outstanding customer value – and get paid for it! Improving your revenues, margins and profitability along the way.
This simple, structured approach to the value sale will transform the way you sell. Use it correctly and you will understand your customers and their challenges and issues in more depth than you thought possible. More than that, they’ll know you know!
That builds your credibility and their trust and because you know, you’ll be able to position your solution much more effectively and demonstrate your true value – and run the real risk of getting paid for it.
Audio Books
The Seven Challenges of Value – Audio
When you download your audio book for just $5.25 you’ll get a FREE eBook copy. Use the audio version in the car, on the bus, in the shower – wherever and whenever you want a quick reminder of the secrets of customer value and how to break away from the “discount default” and start getting paid what you’re worth. You can’t beat it for convenience!
Book your meeting with me to
discuss your value challenges
Need a speaker? - I am a Professional Sales Development Speaker and I speak regularly at exhibitions, conferences, events, and seminars all over the world
The Seven Big Mistakes that many businesses make when "selling on value" and how to avoid them
Better Value Selling in Four Easy Steps - An Interview with Tom Pisello
Blog Posts