Worksheet: Train the people who touch price

When one person understands pricing, the knowledge leaves with them. This sheet lists who touches price, runs a half-day session for them, and adds a preparation sheet to every big negotiation. It builds the Competent step of the check:

Sales and commercial staff get pricing training, and negotiation preparation includes price positioning.

Step 1. Who touches price

Role	Number of people	Price decisions they make	Trained before?
e.g. Account managers	14	Discounts within their band, quote options	No

Step 2. The half-day session

Use the business's own numbers in every exercise.

Module	What they do	Minutes
Why price matters	Work out what 1% on price does to profit, against 1% more volume	30
The waterfall	Build list to pocket for one of their own customers	45
Three ways to set a price	Cost-plus, market and value, and the question each answers	30
Elasticity in plain words	Read one product's history and say how customers reacted	30
Trade options before price	Practise the menu: delivery, order size, terms	30
Negotiation anchors	Role play: open at target, concede in steps, trade every concession	45

Step 3. The preparation sheet for big deals

Item	Answer
Our target, floor and walk-away
The customer's next-best alternative, and its price to them
What we offer beyond it, in their dollars
What we will trade before we move on price
Our first offer

Step 4. The record

Name	Role	Trained on	Preparation sheets used last quarter

Done when: everyone who sets or negotiates price has done the session, and the preparation sheets for big deals show the price position.

Adapted from our own pricing overview session (Deloitte, 2015).