How to Justify Your Price: Identify Unique Benefits That Increase Value

How to Justify Your Price: Identify Unique Benefits That Increase Value

Author: Bob Oros

Publisher: Lulu.com

Published: 2017-07-13

Total Pages: 56

ISBN-13: 1387199153

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If you don't know the reasons that justify your price, it is important to find out what those reasons are. When your price is higher because you have added too much profit you will never make the sale. When you justify your price because you added value, you will make the sale.


Value First then Price

Value First then Price

Author: Andreas Hinterhuber

Publisher: Taylor & Francis

Published: 2016-10-04

Total Pages: 243

ISBN-13: 1317326180

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Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.


Negotiating Your Best Price

Negotiating Your Best Price

Author: Bob Oros

Publisher: Lulu.com

Published: 2016-09-03

Total Pages: 142

ISBN-13: 1365374920

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The success of your business depends on how well you can buy the products and services you need and how well you can sell them for the prices you must have to make a profit. This program will show you how to lower your expenses and add thousands to your bottom line by learning the 21 most effective negotiating techniques used by successful buyers and sellers.


The Art of Pricing

The Art of Pricing

Author: Rafi Mohammed

Publisher: Crown Pub

Published: 2005

Total Pages: 236

ISBN-13: 9781400080939

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Furnishes a practical and easy-to-understand guide on how to use pricing to increase hidden profits and develop new growth opportunities, offering helpful advice, strategies, and techniques for increasing profit margins. 20,000 first printing.


Value-Based Fees

Value-Based Fees

Author: Alan Weiss

Publisher: John Wiley & Sons

Published: 2008-11-03

Total Pages: 290

ISBN-13: 0470437677

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In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.


The Psychology of Price

The Psychology of Price

Author: Leigh Caldwell

Publisher: Jaico Publishing House

Published: 2015-12-07

Total Pages: 170

ISBN-13: 8184957688

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How to Use Price to Increase Demand, Profit and Customer Satisfaction HOW SMART IS YOUR PRICING? For any business, deciding how much to charge for a product or service is crucial. By gaining an insight into the way consumers think and purchase, you can generate more demand, more customer value – and more profit. MAXIMISE REVENUE • How do unwanted products Influence what customers expect to pay? • How does offering extras for free dramatically increases Perceived Value? • Why does changing the timing of a payment make people pay 50% More? TRIED AND TESTED TECHNIQUES Written by the founder of Inon, a leading pricing consultancy, whose clients range from the BBC and Grant’s Whisky to Alzheimer’s Disease International and HM Treasury, The Psychology of Price provides an insight into the strategies used by multinational corporations. Leigh Caldwell is a pricing expert and leading researcher in behavioural economics, writing the UK’s most popular behavioural blog (www.knowingandmaking.com) and appearing as a frequent guest on BBC News. By background a mathematician and economist, he is the founder and chief executive of Inon, the UK’s leading pricing consultancy.


InfoWorld

InfoWorld

Author:

Publisher:

Published: 1993-02-08

Total Pages: 76

ISBN-13:

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InfoWorld is targeted to Senior IT professionals. Content is segmented into Channels and Topic Centers. InfoWorld also celebrates people, companies, and projects.


Information Asset Management

Information Asset Management

Author: James Price

Publisher: CRC Press

Published: 2024-01-31

Total Pages: 154

ISBN-13: 100381204X

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Organisations are using data, information and knowledge as a competitive weapon. Their data, information and knowledge are arguably their most valuable assets. Yet, this fourth asset is managed badly when compared to the other three assets, namely money, people and infrastructure with considerable risk to the organisation. Executives are accountable for the success of their organisations, and those who don’t manage this critical resource and business enabler effectively can be regarded as negligent. Information Assets carry enormous risk and value. Most boards and executives don’t know how to govern and manage IAs effectively and nobody is held accountable. Given this, organisations should govern and manage their Information Assets the way they manage their Financial Assets. The benefits of managing IAs well are compelling. These benefits include increased efficiency, productivity, employee satisfaction, improved decision-making, mitigating business risk and improving product, protecting corporate reputation and service delivery. Drawing on ground-breaking research, this book explains why Information Assets are so important to organisations and the barriers to managing them well. This book is unique in the sense that it takes a fresh look at this topic, is based on experience and research, and includes interviews from more than 70 industry leaders. In short, this book is written by executives and explains where to start.