Phone +234.811-111-1296 or visit www.charlesandgoldconsulting.com

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Empower yourself to expand your role and opportunities. Achieve real and quantifiable returns by building a high level of interpersonal, planning and problem solving skills.

USING PRICING AS A COMPETITIVE TOOL TO OBTAIN OPTIMAL PROFIT LEVEL

Duration: 3 Days

Lagos Venue

106 Apapa Road beside
Zenith Bank Lagos.

Fee: N55, 000. VAT Incl.

4 - 5 participants: 5% discount
More than 6 ppl: 10% discount

Class Session

9:00am – 4:00pm daily.
(In plant training available upon request)
WEEKDAY CLASSES


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About this course:

Sales professionals are questioned about price on a daily basis, and often end up believing it plays a more significant role in the customer's decision-making process than it actually does. This course is intended to get salespeople "back on track" and feeling positive about their offering and their ability to add value to a customer's business. This training session is designed to clarify how to successfully execute value-based pricing. It is particularly helpful to companies that are undergoing significant cultural or market driven changes in which a new paradigm for managing price and value is required.

Course Outline:

1. Implementing Value-Based Pricing

  • How to Link Price to Value.
  • Determining the value of your brand equity.
  • Keeping focused on value instead of price.
  • Using segmentation to capture premium prices.
  • Making the cultural change to value-based pricing.

2. Selling Value Instead of Price - Focusing the sales team on value.

  • How to stay focused on a value-based relationship
  • How to negotiate with price driven customers
  • How to handle price objections
  • How to communicate price increases
  • Target Audience: Sales force

3. Pricing Psychology

  • Optimizing volume based discounts & rebates.
  • Pricing that makes people tick.
  • Impact of different discounts & rebates (e.g., on-shelf, coupons, BOGOs, etc.).
  • Capitalizing on unique psychological price points.
  • Creating effective packages and bundles.

4. Competitive Pricing

  • Fending off new entrants – Protecting your market share.
  • Effective competitive pricing strategies.
  • How to avoid damaging price wars.

5. Pricing Research

  • Selecting the optimal pricing research method.
  • How to do price customization through customer segmentation.
  • Developing accurate forecasts and market models.

6. New Product Pricing Hitting the bull's-eye:

  • Finding the optimal price level.
  • Determining the right discount structure.
  • Optimizing price/volume/profit tradeoffs.
  • Alternative launch strategies that work.
  • Managing competitive reaction.
  • Building a robust new product pricing process.

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