At PricePoint Partners, our pricing experts see a growing trend of buyers pushing value aside in negotiations, and prices being discounted in order to make the sale, or keep the customer. Unfortunately, the profit margins for the seller suffer substantially in this process. Our pricing consultants estimate that unnecessary price discounts, starting at the sales level, cost manufacturers and distributors 2-4 margin points every year.
Quite simply, profit leaks at the sales level are one of the most overlooked and undermanaged threats to most manufacturers’ and distributors’ profitability.
The solution? Teach your sales people value based selling! In order to help combat excessive discounting, PricePoint Partners has created this free value based selling guide explaining how to sell value – specifically, the economic value – of your products and services. Selling economic value helps reduce discounting and improves sales close rates. Click on the link below to access this exciting new guide.
For more information about PricePoint Partners pricing consulting services and our Selling for Profit™ business to business sales training workships to enforce your value based pricing strategy with value based selling techniques, contact PricePoint Partners at 330-958-4036 or fill out your contact information here, and our pricing experts will get in touch with you.