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Grow your capacity & increase your profits by pricing & selling on value rather than time
Introduction to value pricing & selling
Introduction to Value Pricing & Value Selling (2:59)
A brief history of agency pricing (3:22)
Matching what the client is buying to what you are selling
What is the client really buying from you? (6:13)
What is value pricing & selling and why is it so important to you? (3:30)
Understanding your customers (4:16)
The difference between inputs, outputs, outcomes and impact (5:08)
The price is right!
Setting your price (2:06)
Setting a pricing context (4:37)
The value selling conversation
When to have the 'Value' conversation with a prospect (3:54)
How to have the "Value' conversation (1:54)
Frequently Asked Questions
Questions and objections (4:35)
Summary
Summary & conclusions (2:46)
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The difference between inputs, outputs, outcomes and impact
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