To Fee or Not To Fee? That is the Question
A client recently asked me about adding a credit card fee to their customers’ payments. Since most of their customers pay less than $10/transaction, the
A client recently asked me about adding a credit card fee to their customers’ payments. Since most of their customers pay less than $10/transaction, the
Buyers trade money for value. This is my first principle of business. If we want to get more money, we have to help buyers perceive
You’ve probably heard of the 5 why’s. It’s a technique used to get to the deeper issues. Here’s an example: Prospect: “I want to buy
Shoot me now! A few days ago I was watching Shark Tank. You know, porn for entrepreneurs. One of the people pitching said, “We have
This past week while delivering a bootcamp to several companies, I articulated something out loud that I don’t think I’ve ever said or written before.
Apple recently announced its new iPhone 15. Here is their new pricing and how it compares to the iPhone 14 pricing: Several articles justified the
One of my favorite pricing tools is a scatter plot. It’s simply a graph of deals with discount on one axis and deal size on
TIOLI stands for Take It Or Leave It. These are markets or customers where you don’t negotiate prices. Retail is TIOLI. You set one price,
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
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