Pricing Tool
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Pricing Tool

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The Pricing Tool is included in the Offer step of the Trusted Client Adviser process. Schedule a meeting to present a proposal to the client. When discussing pricing, stress the added value provided by the engagement and incorporate the options presented on this tool. Review the Overcoming Pricing Objections Tool to be prepared for price oppositions and questions. Use the Proposal Meeting Prep List to facilitate your meeting.

The Pricing Tool should be used as a guide in developing your pricing structure. Keep in mind the value pricing concepts previously discussed throughout the workshop. Remember that you are offering real value to the client and you should embrace your value and price accordingly. Estimate the value of your proposed engagement and compare this with the client’s perceived value. When you feel confident that you have correctly estimated the value you will bring to this engagement, determine your pricing structure and consider the three tiered pricing model. Offering the client three pricing options empowers them by allowing them to be the decision maker to choose both the price and the level of service needed.

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File name: pricing-tool.pdf

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