In today’s competitive marketplace, organizations must master the art of pricing and value selling to achieve sustainable growth. This course, offered by The Dubai Premier Training Centre, provides a comprehensive framework for professionals who want to strengthen their pricing strategies and align them with customer value perceptions. Participants will explore pricing models, customer psychology, negotiation techniques, and the role of value communication in driving profitable sales. Through case studies, role-play activities, and practical exercises, learners will gain the ability to design pricing approaches that enhance revenue, build stronger customer relationships, and create a competitive advantage.
Course Objective
The main objective of this course is to empower professionals with the skills to:
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Develop value-based pricing strategies aligned with business goals.
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Understand customer perception of value and integrate it into sales approaches.
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Enhance negotiation capabilities to defend price and avoid unnecessary discounts.
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Build stronger communication skills to highlight value instead of cost.
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Drive profitability and long-term growth through effective value selling techniques.
This course is ideal for:
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Sales managers and executives aiming to improve their pricing and selling skills.
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Marketing professionals seeking to integrate value into product positioning.
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Business development managers responsible for revenue growth.
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Entrepreneurs and startup founders looking to maximize profit margins.
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Anyone involved in customer-facing roles who wants to gain confidence in defending prices and selling value.
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Course Module
Introduction to Pricing Fundamentals
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The role of pricing in business success
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Key pricing models and strategies
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Understanding cost, competition, and customer value
Customer Value and Psychology
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How customers perceive value
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Emotional vs rational drivers of purchase decisions
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Using psychology to design effective pricing
Value-Based Pricing Strategies
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Differentiating between cost-plus and value-based pricing
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Developing customer-focused pricing models
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Aligning pricing with brand positioning
Communicating and Selling Value
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Shifting from price-focused to value-focused discussions
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Storytelling as a tool for value communication
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Handling objections and defending price
Negotiation and Closing Deals
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Mastering negotiation techniques
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Avoiding unnecessary discounting
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Building long-term client relationships through value
Practical Exercises and Case Studies
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Role-play scenarios to practice value selling
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Real-world case studies of successful pricing strategies
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Group discussions and strategy workshops
Action Planning for Your Business
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Developing a personalized pricing strategy
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Creating a roadmap for implementing value selling techniques
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Measuring success and refining strategies