psychology

Before you do your 2017 strategic planning…

It’s almost that time of the year again, when people start 2017 strategic planning. Before you do, look at this chart, from WaitButWhy.com.   Each row is a year and each box is a week. While planning for next year … Read More

Raise Prices, Marc Andreesen, Reuben Swartz

“Raise Prices” Marc Andreessen says you should

Silicon Valley legend Marc Andreessen (@pmarca) was on Tim Ferriss’s (@TimFerriss) podcast recently, and Tim always asks his guests what they would put on a billboard. Marc said two words: “I’ve got one, I’ve actually thought about hiring a skywriter to … Read More

Technical pain, business pain, life pain

12 Secrets of Successful Sales Conversations

You’ve finally got a meeting scheduled with your prospect. (If you missed them, you might want to read about how to get more people to convert on your site, and when to call them to get an initial conversation.) I … Read More

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

Economic Theory vs Human Nature III: 3 Sales Tips

In earlier posts in this series, we looked at why human nature causes you to underprice your proposals and favor sins of omission over sins of commission, even against our own economic interests. Now we’ll look at some strategies for … Read More

Sell More by Selling Less

You walk into the doctor’s office with a cut on your hand. You think you need some stitches and perhaps some antibiotics, but you’re not sure. The doctor says, “great to see you. Looks like you could use a heart … Read More

Selling a Commodity for a Premium Price

How can you charge more for a commodity? Here’s one of my favorite examples. 24 ounces of ketchup at $0.07/oz. Turn that idea on its head. 32 ounces at $0.079/oz.  The price per unit goes up almost 13%.  Not bad … Read More

Real vs. Perceived Value

If your maximum price is determined by the perceived differential value of your offering, how do you know what value customers perceive.  Many of them won’t tell you, especially if they think you’ll use that information to jack up the … Read More

First step in running a profitable business: don’t be scared of making money

In my line of work, I encounter a lot of small business owners who set their prices by copying the “going price” in “the market” or by sticking their fingers in the wind.  This is unfortunate, but fixable.  What really … Read More

If you think you’re worth it, but can’t say it…

A lot of businesses think they have a great product or service.  Something above and beyond what the competition offers.  But when it comes time to put a price on all this awesomeness, they are still cheaper than the competition. … Read More