The whole objective of a business is to make a healthy profit, and that means healthy margins. Research shows that the greatest predictor of long term business health is the size of a firm’s gross margins actually achieved. And the greatest influence over this is the degree of control that the firm has over the price it gets for its products in the market i.e. is it a Price Maker, or a Price Taker. However, even if the potential for healthy margins is created by the excellence of the firm’s Products and the way these are taken to market, these margins are often eroded by misguided and often misinformed pricing practice in the field. Ingenium’s Value Based Pricing for Profitable Sales Results is an exclusive programme designed to stop the erosion of profit via uninformed and misguided practices.
By attending this highly interactive training programme you will:
- Learn the three basic and current orientations of buyers, from ‘Cost focused’, via ‘Value focused’ to ‘Partnership focused’ and how best to deal with each;
- Have an improved understanding of how the mind of a professional buyer works;
- Know the buyer’s imperatives and his/her favourite strategies and tactics to achieve them, including their ten favourite lies;
- Find out the eight points for increasing a price in the marketplace;
- Learn the eleven (front end) ways to increase Margin without increasing Price;
- Learn how to discourage and/or deal with a competitor who is a Price Discounter;
- Understand the various ways to set price in response to an invitation to tender;
- Learn how best to Present your prices to the client
- Find out the ploys that some buyers use to gain an advantage and how these can be countered;
- Understand the basis of Marginal Pricing and its application
Understand the main Twelve Marketing Pricing strategies
- Learn how Relationship /Partnership Pricing can be a ‘Competitive Differential’ in its own right
