Wayne Outlaw

Wayne Outlaw, CSP, CMC
800.347.9361
	Programs

Winning the Value Battle: How to Sell Against a Cheaper Price

Every organization and salesperson faces price pressures, especially with the abundance of "search engines" that seek out the lowest prices. Learn how to beat them! Today's real profit challenge is finding ways to build value in the mind of the prospect so the buying decision is made on value, not just who will sell at the cheapest price. You will learn ways to position your product, service and company

Ideal Audience:

	Entrepreneurs/Business Owners
	Marketing Executives
	Sales Executives
	Sales Managers
	Salespeople

Purpose/Objectives:

this program shows those who want to keep margins up and profits healthy how to competed on value rather than price. It provides a candid look at the many types of price pressures and ways to eliminate them.

What Audience Gains

	Gain new insight in price and competition and its impact on profit and success
	Learn how to understand what the prospect is really saying with the "the price is too high" objection
	Develop the confidence and capability to "ask for" your price and stick to it

Highlights Include

	Learn the danger of competing on price
	How prices are set and what really determines price
	The "Four P's" determining profit: Product, People, Processes and Price
	Integrating the buying process to match customer preferences
	When TO discount and when NOT to!
	How to build value in the customer's mind
	Getting the customer to consider all cost factors not just price
	and much more!