The Price/Value Tradeoff
October 27, 2021
Buyers only buy when they perceive the value is higher than the price. If you don’t have enough buyers, either your price is too high or
Tag: pricing value
Don’t Sell “Credits”
October 7, 2021
Many very successful companies have been pricing by the “credit.” A credit is a metric they made up. It’s usually some representation of the amount of
Combining Cost-Plus and Value-Based Pricing
September 22, 2021
I and almost every pricing expert in the world are huge proponents of value based pricing. My definition of VBP is charge what the buyer
Failed to Keep
August 25, 2021
My dad died in January and since then I have been checking his email accounts. (I’m the executor of his will and don’t want anything to
Disney Understands Value
August 4, 2021
So often I sit in my home office wondering why companies don’t understand value. Or at least they don’t act or talk like they do. Yet
Stop Sales Discount Authority!
July 14, 2021
Some time ago, I had the privilege of interviewing Mark Hunter (TheSalesHunter.com) for a podcast episode. I’ve been reading Mark’s blogs and books for a
Willingness to Pay vs Price Sensitivity
June 30, 2021
We pricing people often use the phrase Willingness to Pay. The profit maximizing price for any customer is to charge what they are willing to pay. We
Perceived versus Real Value
June 24, 2021
The most important concept in Value Based Pricing is customer perceived value. You can only get paid for what customers believe. I often do a little
When Should You Lower Your Price?
June 9, 2021
It’ll come as no surprise that my first instinct is to encourage you to never lower your prices. Many people want to lower their prices
The Buyer’s Journey: When to Reveal the Price
May 27, 2021
When you’re having a sales conversation, at what point do you start talking about the price? Of course, the answer is “it depends”. It depends
