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The Price Negotiation Playbook: A Practical B2B Guide for Winning Your Best Price with Confidence
Today's sales professionals face pricing challenges and pressures like no other time in history. With prolific visibility...
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9780989723824
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Today's sales professionals face pricing challenges and pressures like no other time in history. With prolific visibility of competitor pricing, the widespread emergence of internet channels, and pop-up businesses offering bare bone prices to muddy the waters, the sales game has changed leaving organizations struggling to get their fair price and increase profits. Whether you're a sales leader, corporate pricing resource, or a front line sales professional, this book will give you the tools you need to overcome tough price pressure from customers and aggressive pricing from competitors. Sales negotiation skills have long been viewed as crucial for success, but they are no longer enough. Top companies understand this and are arming their sales force with the price training necessary to win in todays' competitive environment.
In this practical guide renowned pricing expert Joanne Smith shows with clarity how to gain price for maximum profit while balancing your growth goals. Joanne shares her first hand success at executing the strategies in this book to bring DuPont and many other top global B2B companies to superior profits. She includes a comprehensive Price Execution Toolkit to guide you in making smarter profit generating decisions and includes personalized exercises so you can begin formulating your own winning game plan. You will gain confidence in your pricing as you learn:
- How to successfully both get your fair price and raise price
- When and how to make smart price discounting decisions
- How to manage price in very competitive markets
This winning formula has been tested time again in diverse businesses. The results? Superior profits and an inspired sales team.
Author: Joanne M. Smith
Publisher: Bradley Publishing
Published: 03/16/2018
Pages: 242
Binding Type: Hardcover
Weight: 1.13lbs
Size: 9.02h x 5.98w x 0.69d
ISBN: 9780989723824
About the Author
Smith, Joanne M.: - Joanne Smith spent over 20 years driving profitability from a variety of business, marketing, and pricing leadership roles inside of DuPont. As the Corporate Director of Marketing and Pricing at DuPont, she headed a highly innovative pricing team that influenced senior leaders including those in the marketing and sales organizations to adopt new, bold pricing approaches. Currently, she is president of Price to Profits Consulting (www.price2profits.com) which assists B2B companies in transforming their pricing performance to enhance long-term profitability. Joanne is the author of "The Pricing and Profit Playbook." She teaches pricing courses, as well as provides keynote speeches, around the world. Joanne resides in Avondale, Pennsylvania.
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