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Value Based Pricing & Selling (Quotes)

Make willingness to pay visible, measurable, and actionable

Is your team currently selling based on Value?

When pricing depends on people instead of value, margins become accidental and will vary substantially without logic.
In many organizations, prices are quoted with good intentions — but without a shared logic. Sales adjusts prices based on experience, pressure, or negotiation skill. Finance sees margin volatility. Management lacks visibility into what actually drives willingness to pay.
Furthermore, your sales team lacks the insights to sell based on value and hence focus more on conversion by reducing prices rather than convincing the customer that your solution is the best to be bought. 

Money is left on the table - structurally!

Your situation

  • Pricing logic varies by salesperson or account, leaving money on the table
  • No central visibility on which Value drives higher willingness to pay of customers
  • Little feedback loop between pricing, win-rates and margins

What you want

  • 3-10% increase in Margins from Pricing for Quoted business
  • A shared language for 'Value' across sales, finance & management
  • A system that improves pricing decisions over time (not a one-off)

Customer case:
Achieved +12% Revenue

Download this customer case to understand how our approach is executed and how it could be included into your sales quotation process. 

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The Logic

Prices and Negotiations are driven by a clear Value driver logic

Each quote is built by:

  • Asking the right qualification questions that reveal the willingness to pay
  • Translating answers into explicit value drivers incl. pricing levels
  • Set the price dynamically based on the Value that your customers seek
  • Equip sales to negotiate based on Value to close deals, not discounts

A self-optimizing system is installed

All quotes are saved, which allows you to optimize your pricing over time

Value Based Pricing and Selling process

How does it work in practice

The value based questions are part of the qualifications and set the prices dynamic. Sales then can use these as argumentation when selling.

When is this for you?

Best suited if you want to optimize value and margins, not discount-led growth

This IS for you, if:

  • You want predictability and control over your margins, not just volume at all cost
  • You and your team are willing to change the pricing & sales process
  • You want to implement a system that improves Value Based Pricing over time

This is NOT for you, if:

  • You want a quick pricing hack, live in 2 months (increase prices instead)
  • The sales leader is not open to changing sales & pricing behavior
  • You mainly want to win volume at all cost, loosing to price not accepted

Webinar: Value Based Pricing & Selling for Quotes

Learn more about what Value Based Pricing & Selling for quotes is, how it can be developed and implemented with your team and how you can optimize it continuously every year, to achieve your P&L pricing targets

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