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
pricing techniques
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
Workshop– Beyond the Number: Sales, Positioning, Pricing
I’ll be doing a one day workshop for the Professional Pricing Society at their Spring Conference in Dallas on May 6. This workshop is about how you can’t just focus on the number in your pricing sheet, proposal, or negotiation. … 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
These guys know who to charge extra
I guess they expect their target market to have poor math skills (perhaps aided and abetted by consumption of the product).
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
You’re Not Getting Enough Price Objections
Many business owners and sales reps hate price objections. They view price objections as some kind of faux pas that they should have avoided, an awkward situation, best resolved quickly (and often with huge damage to profits). Do you like … 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
How did Netflix raise their prices 60%
Twitter is abuzz with the anguished cries of Netflix customers, many of whom will soon be paying $16 per month instead of $10 per month for movie rentals. Many others have angrily threatened to cancel their subscriptions. Instead of focusing … Read More