This is Episode Eleven in a series of "Ten Things" presentations, in which Jon Manning, the Founder & Principal Consultant at Sans-Prix.com and the Founder & Managing Director of PricingProphets.com, take a look at ten reasons why pricing is getting very scary.
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4. Number 8
…talk About Value Instead!
The Hallmarks of a good Value Proposition:
► What value does your product or service provide to
customers
► Quantify the Magnitude of the Value provided
► Illustrate that value is superior to the competition
Slide
4
5. Number 7
Know Your Competition & Customer
Adhesion
q Understand
the
10
Customer
8
Low
Odour
Appearance
6
Ø How
important
are
these
value
aJributes
to
4
them?
2
Environmenta
lly
Friendly
0
Strength
q Understand
the
CompeHHon
Ø Points
of
parity,
points
of
difference,
points
of
Resistance
Rheology
contenHon
Durability
Us
The
CompeHHon