Hello, welcome to this course selling value instead of price, where you will learn how to step away from those difficult and very frustrating discussions, all around pricing, and to focus on improving your margins and adding value to your customers. My name is Umberto, I'm an international key account manager. I've been in sales for more than 20 years, I had my own sales office. And I've worked for some of the world's top companies like for sheet so in the US or shell, I manage customers from very different industry segments. Companies like Michelin, that owner or beak have closed deals ranging from the small 50 k sport to the multi million and multi yearly contracts. I'm also the author of this book sales is my passion, where I share some of the best practices of my activity.

Value selling is one of those best practices that I want to share. share with you. I designed this course, for all those willing to improve their margins by adding more value to their businesses and to their customers and stepping away from that image of the lowest pricing provider. By the end of this course, you will be able to understand the difference between value and price at the eyes of the customer, and how by exploring the value you will add up to your business and to your customers. In this course, we will see the different aspects around value around pricing. I built this course, tackling the different aspects around value, pricing and positioning.

These method allows you to understand the value concept and how customers talk about price that they think about value. I'll also explain you why sometimes value selling doesn't work. The course is almost all video based. With a lot of explanations, I'm always with you along the way explaining and going through the all points. This is these are real life scenarios is another script. In the end of each chapter, I will have a kind of a summary so that the most important parts remain with you.

The ideal student for this course is anyone in sales, struggling with their margins struggling with their business, tired of having daily, weekly or monthly pricing discussions, no particular requirements, and besides that, an open mindset and a willingness to leverage your sales rep role. I hope it sounds exciting, and I look forward to see you soon in the course.