Tag: value

Impact Pricing - Price Segmentation through Negotiation

Price Segmentation by Negotiating

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

Read More
Impact Pricing - Another Ridiculous Fee

Another Ridiculous Fee

    Companies get to do whatever they want.  Buyers just decide whether or not to buy from them.   I was sitting in Las Vegas,

Read More
Impact Pricing - A Nespresso Price Increase

A Nespresso Price Increase

As a Nespresso customer, I recently received this email announcing a price increase.    Dear Valued Nespresso Customer,  We want to inform you that beginning

Read More

What Selling Value Means

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

Read More