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Almost all B2B businesses not only provide products, but also deliver services – separately or as part of a bundled offering. Customers want proof of value and they have made this clear. However, once you demonstrate that value, how to do make sure you present it in a way that the economic buyer is willing, able, and wants to pay you for your value? Companies that are best-in-class in demonstrating, delivering, pricing, and negotiating based on value are 35% more profitable than companies that take a market share/get all orders approach. At the same time companies that buy based on best value are 36% more profitable, It’s not a zero-sum game.
In this webinar, Todd Snelgrove will share strategies to help you rethink how to price, present, and negotiate based on your value of your Services.
Highlights include:
- Best practices for selling services.
- How to engage the economic buyer (procurement) so they are willing and able to pay for your value.
- Things companies do that drive the wrong customer behavior, and their unintended consequences.
- How to implement pricing best practices to capture the true value of your services.
