Execution with
pricing discipline
Organizational embedding
Together with you, we align your current pricing implementation (as-is) with the desired target state (to-be). Typical focus areas for successful price enforcement that is consistent with your pricing strategy include, among others:
How is pricing governance lived today?
Which (escalation) mechanisms are used for granting discounts and special terms?
When and in what context are pricing topics discussed with employees ?
To what extent do employees have transparency on their price enforcement and its economic implications?
Based on the analysis of the as-is state and the gap to the desired target state, we derive the measures required to close that gap.
Behavioral Selling
Successful price enforcement requires a professional sales organization that is convinced of the offered value and the associated pricing. Many companies focus their internal sales communication and training primarily on product content – i.e., what is being sold. The how is often left to sales.
However, even when sales teams are highly experienced, enforcing price increases, conducting turnaround negotiations, or introducing a new product with new prices can be challenging.
We develop a tailored training and coaching plan – aligned with your organization and the challenges in your sales context.
Typical modules of such a plan include, for example:
Identifying customer types
Developing customer-type-specific negotiation strategies
Applying type-specific negotiation strategies
Depending on your needs, we complement the training with introductions to behavioral economics fundamentals, drivers and barriers in decision processes, and similar elements.
Regardless of the content design, our trainings and coachings are built on the following principles:
Regardless of the content design, our trainings and coachings are built on the following principles:
Interaction – with the trainer and in small-group work
Application of what is learned during the training
Interval approach with day-to-day practice between sessions
This ensures that learning content is reflected upon and actively applied in daily business. Refresher trainings at longer intervals complete the offer.