Every organization and salesperson faces price pressures, especially now with the ease of obtaining information, the abundance of search engines and "robots" or "spiders" that look for the cheapest price for a product or service on the Internet.

Today's real profit challenge is finding ways to build value in the mind of the prospect so the buying decision is made on value, not just who will sell at the cheapest price. You will learn ways to position your product, service and company to substantiate the price you choose.

This program shows those who want to keep margins up and profits healthy how to compete on value rather than price. It provides a candid look at the many types of price pressures and ways to eliminate them.

Since not all price pressure can be eliminated, it also provides specific responses to reduce it. The participant will discover that no one wins selling on price alone, not even the customer. There is always someone willing to sell at a lower price.

This program provides ways to use value to substantiate the price you choose for your product or service. Specific prices will not be disclosed or discussed, but improved and innovative strategies and techniques to position the organization, its services and products to meet the needs of the customer will be examined and demonstrated.

This program is adapted to the specific industry, marketplace and needs of the audience so the participant doesn't just get theory, but real world strategies that can be easily adapted to his or her situation and used the day they return from the program.

• Creates new insight in price competition and its impact on profit and success of the individual and organization
• Shows ways to understand what the prospect is really saying with "the price is too high" objection
• Develops the confidence and capability to "ask for" your price and stick to it by raising value, not accepting less margin or a lower price

• The dangers of competing on price
• How prices are set and what really determines price
• The "Four P's" determining profit: Product, People, Processes and Price
• Integrating the buying process to match customer preferences
• When TO discount and when NOT TO discount
• The role of price in the buying decision
• What customers truly value
• How to build value in the customer's mind
• Getting the customer to consider all cost factors, not just price
• Types of price objections and what they really mean
• Surviving the supply chain - e-procurement
• The Internet or electronic medium's effect on price
• Differentiating customers to build value and increase margins
• Ways to determine each customer's unique needs
• Knowing and understanding true competition…it may not be who you think
• Branding to differentiate yourself from competition
• Identifying your own strengths - the role of service - the role of sales skills
• Converting your strengths to value
• How to build your value and get the customer to accept it
• Knowing when your price is too high…too low
• Proactive strategies to eliminate the price issue
• Reactive strategies when nothing else works

This program uses entertaining stories, real world examples from Wayne's experience as a Marketing Consultant for Xerox, case studies with clients, audience involvement, current industry research, and PowerPoint computer graphics with a workbook.

No prices of specific products or specific margin levels are discussed in association, industry or trade group meetings to fully comply with Anti-trust regulations.

In association and trade organization meetings, examples of how others respond and pricing principles are used. In company meetings specific responses and comparisons are used to develop confidence and build the ability to successfully handle the price objection. An extensive participant workbook for longer programs enables the participant to understand how to apply concepts and develop greater confidence in applying them.

• An industry that is experiencing strong price competition from typically under capitalized, lesser-quality, higher risk alternatives
• A company that wants to reduce discounting to increase revenue and bottom-line profit
• Sales Managers and Salespeople who want to increase their sales results by better responding to the customers' request to cut price