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The Journey towards Value Based Sales Negotiations - A Philips case study by Daniel Cho

EPP Manufacturing Pricing Forum - May 2023 - Berlin, Germany

 

Introducing the transformation towards value-based selling.

The business challenge:

  • How to systematically weight value in highly customized B2B sales negotiations against the price?
  • Many salespeople in B2B struggle to convincingly quantify and convey the unique value of their products and services to each one of their clients and negotiate the right price for the benefits they deliver.

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