We offer coaching in three different formats. Choose the one that is the best match for you.
1. Office Hours
Remember when you were in college? Your professor had weekly office hours where you could go to his office for assistance. You could ask questions about the most recent lecture, a particular homework assignment or even discuss your progress in the class. Office Hours from Art of Value are the pricing equivalent, but better.
Each week you will have access to my online office hours where you can ask questions about pricing. How do you have a value conversation with a specific customer? How do you create options when you only see one possibility? How do you determine the price to set for each option? How and when do you transition your existing customers?
Not only will you learn by asking your questions, but you will gain insight from the questions and answers of your fellow “classmates”. Sometimes the single spark you need to move forward comes from a third-party conversation in which you can participate.
And if you need help in between sessions, you will have access to our private forum where you can communicate with my team and me in between the weekly sessions. Do you have a burning the question the day after Office Hours? Post your question and you will receive feedback via email from your classmates and me.
The price for Office Hours is $500 per month. If you are interested in Office Hours, send me a message using our contact page. See you in the office!
2. Sales Ride-Along
When you first learn to drive a car, you have not developed an instinct for the road. You are not sure who has the right-of-way at the intersection, how fast to merge on the freeway or how much distance you need to parallel park.
So how do you get better at driving? You have an experienced driver ride along in the passenger's seat. You take the actions necessary to drive the car. The sherpa (or guide) beside you is there to provide guidance, and occasionally, help prevent an accident. What if you could have the same assistance while having a sales or value conversation?
That is exactly what a Sales Ride-Along is. I will join you on the phone during your conversation with the customer. I will listen and offer private feedback and suggestions via online chat. Is there a different way to ask a specific question? Is there a red or yellow flag you need to address? How do you handle the resistance you are getting from the customer? You can even ask me questions in real-time via chat.
We will determine the specific customer and the number of phone calls in advance. Then you will use my online calendar to help schedule the call when it is convenient for you and the customer. The price for the Sales Ride-Along starts at $1,000 depending on your specific needs. To inquire, send me a message via our contact page.
3. Proposal Makeover
A popular TV show in the United States is Extreme Home Makeover. The basic premise is a family's house needs some serious repairs and updating. To create significant results quickly, the producers invite a remodeling expert and his crew to design and perform the renovation in days, not weeks or months. At the end of the show, the family is blown away with the changes to the “old” home.
Could your proposal benefit from an extreme makeover? Do you have value statements in the proposals to remind the customer why the project is important? Do you offer the customer three options to increase the opportunity for a “yes” by 50%? Does your pricing take advantage of behavioral psychology to guide the customer to a decision?
Once you have a value conversation, the next step is to offer choices to help the customer achieve the results he is seeking. A good proposal will give the customer more than one way to say “yes”. Even better, the proposal will inspire the customer to collaborate with you to create the best solution, which neither of you could have created individually.
For the Proposal Makeover, we will choose one of your proposals to “woodshed”. It could be a proposal you have already presented to a customer or one which you are currently writing. We will review and revise the four core components of a proposal: value, options, scope, and price. And, I will coach you how to present the proposal instead of just sending an email.
The price for the Proposal Makeover starts at $2,000 depending on your specific needs. Interested? Reach out via our contact page.
Do you need something different? Do you need a full education (or training) in value pricing for you and your team? Do you need a retreat to create a new sales process based on the principles of value pricing? Or is project management kicking your tail? Do you know how to scope and price a value proposal only to lose control during the implementation? I would be happy to discuss your situation and create a custom consulting package to meet your objectives quickly and decisively. All you need to do is email me.