John Winkler's seminars are finely tailored to your own requirements and contain material drawn from the following ten sessions:

1 PRICING POWER, WHAT IT IS, HOW TO GET MORE OF IT

NEW FOR TODAY'S MARKETS

"Most pricing wounds are self-inflicted."

"2% on your prices would transform your profits. You can get it without changing a single price on the price list and without re-negotiating with any customers."

The vital session. How a small change in sales, costs , or prices would affect your profits. Showing your pricing power strengths: market share, buyers' risk, relative product quality, how to force your power and strip your weaknesses.

"Give the customers a business card with your CEO's name and home telephone number in case of complaint. Your service will improve immediately and massively throughout the organisation."

2 MOMENTUM SELLING FOR SALES GROWTH

NEW FOR TODAY'S MARKETS

"It is not letting customers down which loses them. It is letting them down and not caring."

"The quickest way of improving profitable market share is to stop losing it."

This session is about the new strategy of momentum selling towards easier, high profit sales, with growth in market share even in the most difficult markets.

"Most businesses would be more profitable if they were a bit smaller."

3 PRODUCTIVITY GAINS WITHOUT COMPUTERS

"Small bad business corrupts you. Let the virus corrupt a competitor's business."

"You can't make money out of customers who have no money."

This session is about how to focus on the core business, to unload wasting parts, to keep everything tight with high outputs and at low cost. It makes everyone profit-conscious.

"Sales people have two targets they can negotiate with - the customer or their own manager. They will go for the softer target of the two."

4 CONTROLLING PRICES THROUGH SALES

"Profits leak through to customers through poor pricing control."

"Studies show that up to 60% of your discount bill may be unauthorised by you."

This critical session shows companies how to control prices effectively within their organisation. It shows all staff where to dig in for high prices and where to become competitive and gets everyone on board with the same pricing message.

"You are not being paid fully for your quality or your value added."

8 NEGOTIATING PRICES: THE SPECIALISED ART

"What will the buyer lose if he does not have our unique benefits?"

"When should you mention the price to the buyer? You shouldn't."

Some sales executives negotiate the most brilliantly profitable deals even against the most difficult opposition. This session teaches the essential tricks of the trade in price negotiation.

"If they are grinding your prices right down then it is buyer beware time."

9 HUNDREDS OF PRICING MOVES

"To make money you need to throw brains at the problem, not energy."

"Everyone loses in a price war, including customers."

There are dozens of ways of changing prices in difficult markets. An audience of 30 people will develop over 300 different ideas suitable for their own business.

"Price transparency destroys profits."

10 INTERNET PRICING

"Offering fewer clicks is more important than offering the lowest price."

"The biggest single cost in industry is in getting the product from the end of the line into the hands of the user."

This session is for those who are planning their Internet-related developments. John Winkler owns two Internet operations.