Commit to Expand
June 1, 2023
Most companies I work with use the phrase “land and expand.” Land means to win more new customers. Expand means getting your current customers to
Tag: pricing
Quick and Dirty Pricing Research
May 25, 2023
My go-to pricing research method for learning how much buyers are willing to pay is Van Westendorp’s Price Sensitivity Meter. (There is a plethora of
What if They Find Out?
May 18, 2023
The question that comes up EVERY time I teach price segmentation: “What if one customer finds out another got a better price?” Think about how you
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,
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.
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
