Outline

  • 1

    Introduction

    • Is Your Business Properly Rewarding You for all of Your Time, Money & Effort?

    • Introduction & Welcome

    • The Critical Business Reality Check
  • 2

    95 Ways To Take Control of Your Prices and Make More Profitable Sales

    • Developing a Profit Improvement Strategy around Pricing

    • Study The Customer

    • How Much Should You Charge?

    • How to Deal Successfully with "Price Hagglers"

    • The Basics of Objection Handling

    • Increase Prices? - Why Not?

    • Justifying A Proposed Price Increase
  • 3

    Action Templates

    • Template Objectives

    • Template 1: Justifying The Proposed Price Increase

    • Template 2: Proposed Price Increase Implementation Checklist

    • Template 3: Communicating The Proposed Price Increase

    • Template 4: The Communication of The Proposed Price Increase - WORKSHEET

    • Template 5: Template Letters or Emails Advising Of The Proposed Price Increase

    • Template 6: Sample Telephone Script Advising of The Proposed Price Increase

    • Template 7: Advising Employees of a Proposed Price Increase

    • Template 8: Successfully Handling Price Related Objections

    • Template 9: Managing The Customer’s Perceptions Using Appropriate Visual ‘Messages’
  • 4

    Training Templates

    • Training Template 1: Analysing How The Sales Dollar Is Divided

    • Training Template 2: Assessing the Damage Caused By Discounting