Impact Pricing Podcast

Memecast #79: King of Diamonds: Salespeople Must Be Confident They Can Win at High Prices

This one is the King of Diamonds from the Selling Value card deck.

If a salesperson doesn’t believe they’re going to win selling your product, they’re not going to try to sell your product. They don’t want to bang their head against a wall. They’re going to go sell whatever happens to be easiest.

But the next step is, assuming they can sell our product, how do we get them to sell it and win at the higher prices to stop giving away deep discounts? Well, the question becomes, does a salesperson truly believe your product is worth the price?

If a salesperson has confidence that their customer is going to get so much more value than whatever the price is that we’re going to charge, then they’re much more likely to win at higher prices.

If a salesperson questions the amount of value customers might get, if a salesperson doesn’t believe deep down in their soul that this product is a great product for their customer, then they’re going to tend to discount. They’re going to offer discounts and hope that the buyer says, “Yes, finally, the value that I receive is worth the price that you’re asking.”

“If a salesperson has confidence that their customer is going to get so much more value than whatever the price is that we’re going to charge, then they’re much more likely to win at higher prices.”

– Mark Stiving

What we want is for our salespeople to go in confidently. What we really want is for our salespeople to understand the value that we deliver, truly believe the value we deliver, and be able to communicate that value to the buyer.

We hope you enjoyed this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull a random card, read the saying, and then talk for one to two minutes about what that card says. This will improve your understanding and more importantly, your ability to communicate important concepts about value.

If you have any questions or feedback, please email me mark@impactpricing.com.

Now, go make an impact.

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Tags: Accelerate Your Subscription Business, ask a pricing expert, pricing metrics, pricing strategy

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