Sat.Jul 03, 2010 - Fri.Jul 09, 2010

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What is value – a definition that helps!

Innovation 360

The tricky thing when selling is that you think you can sell on the right price or on value, but that´s not true at all. All people buy on value, the perceived value. However, if your offer s equal your competitors then the price will be the only discriminator but still the customer or client buy on value. If you can differentiate yourself then it is possible to adjust the price to a level close to the value for the buyer.

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Charging for value – Sure…

Innovation 360

Over the last decade it has been a lot of discussions about pricing based on value. However, there are several issues related to that and not an easy task. To begin with your company must be committed to really go for value creation meaning down prioritize other activities that might be short term valuable for the organization but not long term value crating for the customer.