Forget Cost-Plus Pricing - Sell Value Instead

Posted by Moira McCormick on August 2, 2016

Typically - if you are offering a product that provides more value than the competing alternative, customers will choose your offering. If your offer provides less value than its competing alternative, customers look elsewhere.

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Topics: B2B, B2C, Value, Cost Plus, Margin Growth, Willingness to Pay

10 Steps to Selling Value

Posted by Philip Huthwaite on May 24, 2016

Selling on value, not price, involves a fine balance of confidence, personal rapport, and doing your homework. It's undoubtedly become more difficult as technology gives consumers greater access to price information and insights into what your competitors are up to – but stick with selling value and your prospects in the long term should be brighter.

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Topics: Pricing Strategy, Sales, Value

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