Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating, and Capturing Customer Value

A groundbreaking pricing model for the new business landscape

Low-cost competitors. Commoditized products. Empowered buyers. Intangible digital offerings. Each one of these introduces a unique challenge to pricing; added together, they render traditional pricing methods useless. You need a model designed for a world of commerce radically (and permanently) altered by new technologies and rapid globalization.

In Value-Based Pricing, global business consultants and experts in value-based selling explain how to use value to inform marketing, selling, negotiation, and pricing decisions in a B2B setting.

The key to getting the price you want is to create a unique value proposition for the customer, and to base the price on that value. It's how Apple gets away with charging ＄499 for an iPad when higher-memory HP Netbooks sell for ＄299, and why bottled water in the U.S. is a multi-million dollar industry when American tap water is safe and free.

This is the only strategy suited to tackling the problems you're facing today. Value-Based Pricing provides everything you need to stay profitable while preserving customer goodwill.