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[...]
Raising Prices When Costs are Rising
Costs are rising on everything! Your raw material costs are rising. Your labor costs are rising. Your recruiting costs are rising. Your energy costs are rising Your freight costs are rising. You are incurring higher[...]
Accountants, Attorneys, & Engineers Who Sell: Oh My!
Disclaimer: You are about to read about the problem some engineers, accountants, attorneys, and other technical and analytical professionals face when pricing their services. It’s not true of all analytical “seller-doers” of course. There are[...]
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