Price Segmentation in TIOLI Markets
May 11, 2023
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,
Tag: price
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
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
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
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
AMC Changes Pricing, FINALLY
February 15, 2023
You have probably heard that AMC is going to start charging for seat location at the movie theater. This deserves a big, “It’s about time!”
