DCPA2135. What’s next in pricing: 3 ways to communicate buyer ROI during the sales process

Each and every buyer has a unique way of ascertaining the worth of their spend with you; worth is subjective. This fact alone makes it impossible for sellers to use a “calculator” to determine the best, right price for something. Since science and technology cannot equip us with a magic calculator for this challenging task, we’re left to tackle the art of pricing through honing our human skills of listening and applying good judgment. The highest possible worth comes from thoughtfully correlating what you’ll do with why they might need it: the purpose of the work—the WHY.

Learning Objectives:

• Associate your buyers’ self identified unique “Whys” with your worth so their perceived value increases.
• Describe your proposed services in terms of their impact, outcomes, and results rather than the service’s tasks or your activities