Understanding Value part 2

In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms.

In the second episode in this 'mini' series I talk about how you can begin to identify what is important - or valuable to your customers.

By providing a framework to understand what is really important to our customers we can begin to focus in on the key issues impacting their business and how we can help them improve.

The upcoming episodes will put more detail into this area so we can really get to grips with what is important to our customers and how we can ensure we deliver the outcomes and results they will value - which means we will then have a much better chance of winning deals, more often at higher prices.