Lies We Learned in Economics Class
“But if we raise prices, we’ll lose volume.” If I had a nickel for every time I heard this from a business leader or salesperson, I’d have a castle of nickels. I’m about to take[...]
Beware the All-You-Can-Eat-Shrimp for 99¢
Dustin, CEO of a successful manufacturing company, emailed me this question: “In all the books I read last year on pricing, there is one phenomenon that no author ever discussed or said was possible. That[...]
Scared to Talk Price?
When and How to Raise the Topic of Pricing with Customers I talked to a CEO of a PR Firm recently who wanted to know when and how best to bring up pricing in a[...]
Make the Two-Foot Drop
Some years ago, I received sage advice from a dear friend and mentor to “make the two-foot drop” from the head to the gut. Let me pass that advice along to you. When facing a[...]
Pricing Innovation Correctly Using Education & Promotion
Pricing innovation, one of the most common questions we get from clients, has been the topic of several recent posts. Here’s one more to tie them all together*. To many, pricing innovation feels like more[...]
Goldilocks and the Three Prices
I wrote recently about how to price innovation and offered advice to make a risk-mitigated, educated guess based on customer-driven, value-based inquiry, further narrowed by complementary, competitive, and alternative offerings. Yes, at the center of that long, smart-sounding[...]
How to Price Innovation
A common question from our clients and keynote audience members is: “How do we price brand new products and services? What do we do about pricing if we have no idea what something is worth?” This[...]
Routine Price Objections: Are You Prepared?
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections that salespeople hear on a regular basis, and then prepare[...]
Do You Propose Like a Partner or a Vendor?
Great salespeople seek to elevate their relationships with customers beyond that of a hawker of goods or services to the level of a trusted advisor. Regardless of the products or services you sell, it’s likely[...]
The Dreaded RFP: Where Value Selling Goes to Die?
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value[...]
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