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
Tag: value
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.
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.
Evaluating a Pricing Strategy
February 1, 2023
A colleague sent me this text and picture: Check this out! GBB (Good Better Best) strategy but they took the “best” version and physically
Another Ridiculous Fee
January 18, 2023
Companies get to do whatever they want. Buyers just decide whether or not to buy from them. I was sitting in Las Vegas,
What “Pricing” Can Teach Sales
January 11, 2023
I’m a failed salesperson. Early in my career, I shifted from engineering to technical sales, and I was horrible. (Do you know how to identify
Pricing Trends in 2023
January 4, 2023
As 2022 comes to a close and we begin 2023, a common question I get is, “What pricing trends will we see in the new
A Nespresso Price Increase
December 21, 2022
As a Nespresso customer, I recently received this email announcing a price increase. Dear Valued Nespresso Customer, We want to inform you that beginning
A Price Negotiation Example
December 14, 2022
My clients rarely try to negotiate with me, but every once in a while they do. Here is a potential client who did. We had
What Selling Value Means
November 9, 2022
Value has many meanings. So, selling value can also be ambiguous. As I talk with sales professionals about selling value, they often bring up the
