Negotiation
April 29,2013
Q: Since evidence will be a big driver of value and trials are costly, do we see emergence of other types of evidence being accepted to demonstrate value?
A: Part of this goes to, what is the product or solution, who is ultimately paying, and what are you asking for in terms of a price premium? Obviously there's a connection between your value proposition, the price that you are trying to capture, and the amount of evidence you want to invest in to prove that. ACO and other models will evolve, a
April 23,2013
In last Thursday's popular webinar, "Quantifying and Capturing Value In the Age of Healthcare Reform", Chris Provines joined us to discuss how the Accountable Care Act (ACA) will impact all healthcare suppliers, as well as share best practices for growing your business in this changing healthcare landscape. Below we recap the first half of the interactive Q&A session that concluded the live webinar. Part two will be posted later this week.
Q: What are the top 1-2 things that manufacturers
April 02,2013
Last week Harry Macdivitt of Axia Value Solutions joined us to discuss how to capture the value of your products and services. In part one of the interactive Q&A he shares his thoughts on avoiding discounting and training salespeople how to sell value. Below he answers the audience's questions on using data to quantify value, how to quantify buyer emotions, and selling to government.
Q: What advice do you have about using data to quantify customer impact? Do you need to have the precisely ac
March 28,2013
In our recent webinar, "How to Grow Profitably by Capturing Value", Harry Macdivitt shared best practices for uncovering underlying customer needs, and delivering value propositions that convincingly demonstrate why customers should buy from you. Part one of the interactive Q&A session is recapped below, and click here for part two.
Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, without losing their business?
A: Ultimately, you get what yo
November 12,2012
This is Part 2 of a two-part post. Click here to read Part 1. You can also download the full article at the bottom of this blog post.
Link 3: Selling Value
The keys to selling value are:
Communicating value in language that resonates with the customer. This language should already exist in the marketing messages. It’s up to the salespeople to tailor it to the specific situation the customer faces
Quantifying value – most salespeople have been taught how to communicate the benefits that customers
November 01,2012
Last month, the Professional Pricing Society held its 2012 Fall conference in Orlando, bringing together pricing professionals from around the country to learn impactful strategies, tactics, and techniques to improve profitability. Here are four key takeaways from the conference:
Organizations Continue To Underprice Relative to the Value They Deliver
In his keynote speech, Reed Holden of Holden Advisors discussed how companies are failing to sell high value products or services at a fair price
October 30,2012
We’re all familiar with the cannibalization that occurs when a seller launches a new product, which takes share from other products in the portfolio. This phenomenon is often viewed in a negative light as product managers see volume eroding for current products, replaced by newer products that may or may not earn greater margins. So how do we make sure that this replacement is both profitable and defensible against competitors?
Value-based selling can be an extremely powerful tool when it come
August 20,2012
Customers who involve procurement in their purchases are in a stronger position to gain price concessions from their supplier. Why? Because procurement organizations see supplier pricing mistakes every day and use these mistakes to their advantage in rice negotiations. Understanding common mistakes will help you better understand what you need to do to maintain price when procurement is involved in the purchase decision.
Mistake 1: Not understanding the culture, needs, and incentives of the pr
May 20,2012
Two Questions from a Specialty Chemicals Company
Q. Some of our customers require a price quote before they will have any discussions with us where we can introduce a conversation on differential value. How can we benefit from a value conversation when this is the case?
Tom: The buyer's demand for a price quote before beginning discussion with a seller is similar to the demand that a company participate in a "blind auction" where only the prices of competitive offers, but not other offer detai
May 08,2012
In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. Click here to watch the recording or to download a copy of the slide deck and here to read part 1.
This is part two in a two-part series in which we review some of the questions which came from the audience. In the first installment, we focused on the general negotiation tips. No
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