Price Segmentation by Negotiating
May 4, 2023
If your salespeople negotiate prices with individual customers, you use price segmentation. The question is, are you using it well? Price segmentation means charging different
Category: Blog
Simplify Your Pricing
April 27, 2023
Confused buyers don’t buy! This is one of my favorite sayings. Buyers are afraid to make a mistake, so when they’re uncertain, they are less
Nobody Cares About Your Product
April 20, 2023
One sales manager said to me, “Our salespeople show up and throw up.” What he was saying is their salespeople have the product pitch down.
Lessons from a Cute Story
April 13, 2023
My lovely wife occasionally sends me pricing stories she finds. Here is one she found on Pinterest, but you can find this many places on
You Have the Curse of Knowledge
April 6, 2023
I first learned about the curse of knowledge in Dan and Chip Heath’s book, Made to Stick. The concept describes a situation in which you
Ford Patents Feature with Negative Value
March 30, 2023
Features have value, or at least they are supposed to. On Feb 23, 2023, Ford filed a patent that can remotely make your car non-functional.
Discrimination or Segmentation
March 23, 2023
Last year, a reader sent me an article from NPR titled “Inside the rise of ‘stealerships’ and the shady economics of car buying.” Just from
Interesting Starlink Price Changes
March 16, 2023
A follower forwarded this Starlink announcement: “The Starlink monthly service for residential customers is changing as follows: $10 increase in areas with limited capacity. New
Pricing Professionals have “Trained Incapacity”
March 8, 2023
There is an interesting article in Quartz titled “How Trained Incapacity Could Be Damaging Your Career.” This closely parallels my experience with corporate pricing professionals.
Wow! A Price Decrease
March 1, 2023
Paramount+ just sent out an email announcing a price decrease. Here is the text: Your Plan Price Has Changed Dear Customer, Great news! As of
