Make willingness to pay visible on every quote
Prices are quoted with good intentions, but without a shared logic. Sales adjusts on experience, pressure or negotiation skill, so margin becomes accidental. We make willingness to pay visible during qualification and use it to set and defend the price.
Watch the video: explaining value based pricing and selling in two minutesMargin stops being accidental
Willingness to pay visible and measured on every quote.
A shared language for value across sales, finance and management.
A system that improves pricing decisions over time, not a one-off.
+12% revenue
Download the case to see how we did it and what it would look like in your quoting process.
Ask the right
questions
During qualification, ask targeted questions that reveal the customer’s willingness-to-pay, guided by predefined value drivers
Dynamically adjust
quotes
Translate these insights into pricing and quote adjustments, so margin and win rate both improve
Equip Sales with
value drivers
Equip your sales team with the identified value drivers, enabling them to emphasise value in conversations and negotiations
with monitoring
Money is left on the table, structurally
Pricing logic varies by salesperson or account.
Nobody can see which value raises a customer’s willingness to pay.
There is little feedback between pricing, win rates and margins.
Value questions are asked during qualification and set the quote price. Sales then use the same answers to defend the price.
Sales speaks with the prospect/customer and identifies the value the customer is looking for
These drivers are processed in the pricing tool and a price is determined that matches the delivered value
Sales can use the selected value drivers in the communication to the customer for "Value Selling"
If a customer wants to negotiate, sales can now negotiate based on delivered value and thus positively influence customers and/or achieve a better margin
Best if you want margin, not growth bought with discounts
- You want control over your margins, not volume at any cost
- You and your team are willing to change the pricing and sales process
- You want a system that improves value based pricing over time
- You want a quick pricing fix, live in two months. Increase prices instead
- The sales leader is not open to changing sales and pricing behaviour
- You want volume at any cost and will not lose a deal on price
If this sounds valuable to your company, book a meeting with us. Or use the form below.