Complete Story
10/31/2022
038. Max Out Margins with Strategic Pricing (afternoon)
Instructor: Steve Deist
Level of Complexity: Intermediate/Advanced
1:30 PM - 4:30 PM
Better pricing is one of the fastest ways to put more money into the bottom line. But…pricing changes can be complex and risky. During this workshop, we will outline the steps to build a world-class pricing program that will grow profit while managing short- and long-term risk. We will also cover key areas of pricing optimization starting with strategies and tactics for aligning your pricing with the market and your company goals. We review different approaches and concepts, including commodity leadership, value-based vs. cost-based pricing, and functional discounting.
A properly designed pricing strategy must be based on customer segments, so this session provides a framework for effective segmentation. We review best practices for implementation based on the instructor’s extensive experience with large-scale pricing projects. This workshop is interactive with individual exercises and a workbook to help students relate each topic to their own situation as we go. The workbook contains supplemental material for ongoing self-study.
Bookstore
Value-Added Selling (4th Edition)
Paul Reilly & Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.
