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CPA Version: Value Pricing & Selling: For Specialty & Undifferentiated Businesses - (Joanne Smith)

CPA Version: Value Pricing & Selling: For Specialty & Undifferentiated Businesses - (Joanne Smith)


Earn 5.0 CPE Credits in Specialized Knowledge

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Whether you are selling specialty products or undifferentiated products, value pricing and selling will enhance your ability to get your fair price—and higher volume. For specialty products, much of your value lies in your product.  For undifferentiated, as well as specialty, products your value may lie in your services, brand, product quality and/or the customer experience. Using best practices in value pricing and selling not only increase your close rate but they have demonstrated 5% – 25% higher price premiums in specialty offerings and 5% – 20% in select segments for undifferentiated products.

This workshop covers proven strategies and tactics, while focusing on practical approaches that sales teams need to know to confidently value sell. It incorporates real examples for specialty and undifferentiated products in industries such as chemicals, housing, equipment and agricultural.

Attendees will learn:

  • To effectively value price—products and non-product features.

  • To identify different buyer types and tailor your approach to each customer

  • To hold an effective price pressure conversations and influence the perception of value

Additional Information:

  • No prerequisite knowledge is required to be successful in this course.
  • No advanced preparation is required.
  • Program Level: Basic
  • Delivery Method: QAS Self Study

Professional Pricing Society is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have the final authority in the acceptance of individual courses for CPE credit.  Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website:

 Refunds and Cancellations: Refunds are not available, but if the learner is within the first 25% of their course they can choose to transfer enrollment to another offering. For complaints or concerns, please contact our offices at 770-509-9933.

Meet Your Instructors

Joanne Smith
President, Price to Profits Consulting

Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), the President of Price to Profits Consulting, and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She is an expert in B2B marketing, pricing, business development and customer loyalty. She achieved her bachelor’s degree from Drexel University and completed advanced marketing and sales with Kellogg School of Management Program. She is a certified Six Sigma Champion.