Get Your Price!: Value-Based Strategy for Capital Equipment Companies (1) - Softcover

Chase, Michael

Softcover

ISBN 10: 1483569527 ISBN 13: 9781483569529

Publisher: BookBaby, 2016

Synopsis

Capital equipment professionals, do you want more customers at higher prices? Are your customers treating your products like commodities? Are your competitors' getting more aggressive? Do you crave more persuasive marketing messages? Does your sales team need help defending prices?

If you answered yes to any of these, then this book is for you. Get Your Price! is the first-ever book that shows you how to implement a value-based strategy in a capital equipment company. You'll learn how to avoid the commodity trap, create products with compelling value propositions, and secure value-based pricing.

About this title

About the Author

Michael Chase is a veteran of the capital equipment industry and the president of Tekcess International, a consulting firm that helps capital equipment companies grow and compete. Mike is also the author of "Equipped to Win" and publishes "Equipped", a monthly management newsletter for capital equipment professionals. To learn more about Mike and Tekcess International, visit www.tekcess.com

From the Back Cover

If you're a capital equipment professional ready for more customers at higher prices, this book is for you. Get Your Price! is the first-ever book that shows you how to implement a value-based strategy in a capital equipment company. You'll learn how to:

• Overcome the key obstacles to selling value
• Define value and use it to drive a winning product strategy
• Avoid the commodity trap Establish and defend value-based pricing
• Develop a sales force that can sell value
• Take a shortcut that can produce near-instant results
• And much more

This indispensable guide will help you align your entire organization to produce superior customer value and secure value-based prices.

From the Inside Flap

A value-based strategy deliberately creates more economic value for the equipment buyer than alternative offerings. Then, for the equipment supplier, it extracts fair, profitable compensation for that value.

The result is more customers at higher prices.

A value-based strategy is much more than value-based selling. Your organization and processes must be aligned to produce solutions that create more customer value than alternative solutions. Then, your sales force must be equipped with the ability to substantiate your value proposition and defend value-based pricing.

For value-based selling to succeed, your product and marketing strategies must also be value based. Only then can you be assured that you're on a path to sustained competitive advantage, profitability, and growth.

Get Your Price! shows you how.

Edition details

• Publisher: BookBaby
• Publication date: 2016
• Language: English
• ISBN 10: 1483569527
• ISBN 13: 9781483569529
• Binding: Paperback
• Number of pages: 222