This is Episode Eleven in a series of "Ten Things" presentations, in which Jon Manning, the Founder & Principal Consultant at Sans-Prix.com and the Founder & Managing Director of PricingProphets.com, take a look at ten reasons why pricing is getting very scary. Visit: http://www.sans-prix.com | http://www.PricingProphets.com Follow Us: Twitter: @sansprix | @PricingProphets LinkedIn: http://www.linkedin.com/company/pricing-prophets 
 Facebook: http://www.facebook.com/PricingProphets

1. 10 ways to better frame your
pricing

2. Number 10
Don’t over-complicate your Pricing

3. Number 9
Don’t Talk About Costs…
Slide
3

4. Number 8
…talk About Value Instead!
The Hallmarks of a good Value Proposition:
► What value does your product or service provide to
customers
► Quantify the Magnitude of the Value provided
► Illustrate that value is superior to the competition
Slide
4

5. Number 7
Know Your Competition & Customer
Adhesion
q Understand
the
10
Customer
8
Low
Odour
Appearance
6
Ø How
important
are
these
value
aJributes
to
4
them?
2
Environmenta
lly
Friendly
0
Strength
q Understand
the
CompeHHon
Ø Points
of
parity,
points
of
difference,
points
of
Resistance
Rheology
contenHon
Durability
Us
The
CompeHHon

6. Number 6
Link Prices to a Customer Value Metric

7. Number 5
Do you really want half price?

8. Number 4
What happened to Boxing Day?

9. Number 3
Sell Goods As Services

10. Number 2
Understand Behavioural Economics

11. Number 1
If You’re Negotiating with a Pitbull…

12. Any
Questions?

13. Contact Information
Jon Manning
Director, Sans Prix Pty Ltd
Founder & Managing Director, PricingProphets.com
PO Box 533, Ascot Vale, Vic 3032 Australia
+61 (0) 405 629-141 (AU) | +44 (0) 7857 655-828 (UK)
jon@sans-prix.com | jon@pricingprophets.com
foursquare.com/sansprix
@SansPrix | @PricingProphets
facebook.com/PricingProphets
youtube.com/user/PricingProphets
linkedin.com/company/Pricing-Prophets
http://www.LeadingCompany.com.au | http://www.SansPrix.BlogSpot.com