Presenting and Applying Pricing Levers

PROGRAM DESCRIPTION

Join Sales Assembly and Todd Caponi, Founder, Speaker & Workshop Leader of Sales Melon, as we hone into Negotiation as a skill. In this program, you will gain the expertise on how to effectively present and apply pricing levers to your customers, ultimately positively influencing average contract values for sustained business growth.

PROGRAM TAKEAWAYS

1. To set pricing and conduct negotiations, use four key levers (volume, timing of cash, length of commitment, and timing of the deal). Align incentives to meet both parties’ needs.  
2. Employ transparency, address uncertainties, and explain pricing rationale to build customer trust and cooperation. Avoid discounts without clear value exchange.
3. Repeatedly connect negotiations back to the core pricing levers. This maintains integrity and consistency for future accuracy and customer relationships.

GENERAL PROGRAM INFO

This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.

*Certification Programs do not have an enforced order or limit on timeframe for completion.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.