Bob's Discount Heart Surgery Price Competition

Price Competition How to Avoid It and How to Win It

Price competition can seem scary, but many of the wounds are self-inflicted. While that sounds discouraging, it’s actually good, because it means you can take control of them, avoid them, and win deals at better price points. Pricing is the … Read More

Beyond the Number: Sales, Positioning, Pricing (Workshop)

When we think about price, we often get wrapped up in the number, in the math. But the same number in different contexts, presented different ways, can mean different things, and lead to very different sales outcomes. Next week in … Read More

5 Ways to Sell More at Higher Prices

Marc Wayshak of Game Plan Selling fame posted some great tips on selling more, and at higher prices. Go check it out. I’ll add some bonus ideas: Give prospects more than one option. Sometimes, we don’t know exactly what we … Read More

What to do when a prospect wants a price upfront

Have you ever tried to buy something and found a sales rep would not give you a price or even an estimate before you jumped through a bunch of hoops? How pleasant was that? Yet, so many companies don’t want … Read More

Give Your Prospects 3 Options in Your Sales Proposals to Increase Win Rate and Revenue

When taking on a project, sometimes it’s hard to know the right approach until we have detailed choices. Do I want the minimal approach? The high-end approach? Somewhere in the middle? When I’m buying, I want to know what my … Read More

Will Amazon Offer Kindle for Free?

Farhad Manjoo had a provocative piece at Slate, predicting that Amazon will soon start giving away Kindle readers. Fellow pricing geek, Rags Srinivasan and I got into a Twitter discussion, with Rags claiming that Manjoo was way off base. Rags … Read More

2 Sentence Pricing Advice for Small Business Owners

1. Be better, not cheaper. If someone in your market doesn’t think you’re better, you’re a commodity and have no pricing power. If you’re small, you probably have less costing power than the your larger competitors. Commodity pricing + uncompetitive … Read More

A Simple Pricing Calculator for Proposals

Sometimes it’s hard to understand the leverage that good pricing provides. (Or that bad pricing takes away.) I created this simple pricing calculator to show how small changes in price, volume, and costs, can have a huge impact on your … Read More

Pricing Battle Plan for Services

Last week, we looked at how preparing a pricing battle plan increases your sales and profits while decreasing your stress.  This week, let’s look at another example, a service business with about 10 professionals.  To protect the guilty, we’ll call … Read More

What’s your pricing battle plan?

How many businesses build a cool product, then figure out what to charge for it?  How many companies decide what to quote on a proposal after they’ve written the proposal?  If you make your pricing decisions then, you are at … Read More