April 2019
Intermediate to advanced
210 pages
5h 7m
English
Content preview from From Value Pricing to Pricing Value
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There are three key factors you must take into account when mastering the skill of Communicating Value:
- Certainty.
- Choice.
- Cure.
When Communicating Value, your client must have certainty, choice, and the cure, if you want them to decide. For all the reasons discussed in earlier chapters, achieving certainty is relatively straightforward once you have made the conscious decision to Price Value. However, the factors of choice and cure are a bit more elusive.
To that end, let’s take a look at how to determine the optimal number of choices to give your client, why there is a right and a wrong way to pitch your solution, and finish up with some key tips to ensure your client believes you and is confident enough to ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.