Selling with Higher Margins

Sales - Jack Malcolm

One of the best difficulties of B2B deals is dealing with clients' requests for value cutting. It might appear to be innocuous and convenient to bring down the cost only a little to put your arrangement over the best, however when you look at the destructive impact it has both on your benefit structure and on the association with your client, you ought to be spurred to do as meager of it as would be prudent. This course furnishes you with the ideas and abilities to move the concentration of the business discourse to esteem acknowledged instead of value paid, and increase higher normal edges.

The ideas fall under the heading of offers procedure: Identifying what clients esteem, separating your offering, and associating it with quantifiable business enhancements. The aptitudes fall under the heading of offers strategies: how to position and offer your incentive in advance, manage value protests, and arrange win-win results.

 

 

Learning Objectives:

  • Explore the psychology of pricing to shift focus from the price paid to value received.
  • Identify and quantify the factors that affect customers willing to pay.
  • Discover how to change the focus of the sales conversation to high value rather than low price.
  • Recognize various different types of price objections and manage them successfully.
  • Discover how to conduct win-win price negotiations.

Instructor

Jack Malcolm

Professional Sales Trainer

Jack Malcolm is a trainer, coach and author who specializes in sales, presentations and personal…

Training 5 or more people?

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What will you cover?

  •   Introduction 00:08:00

Instructor

Jack Malcolm

Professional Sales Trainer

Jack Malcolm is a trainer, coach and author who specializes in sales, presentations and personal…

Training 5 or more people?

Get your team access to WIISE top 2,000 courses anytime, anywhere.

Try WIISE for Business
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