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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.
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
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.