Apr 17, 2024
The power of value-based pricing in sales…w/ Mark Stiving Ph.D.
Listen in as Mark H. and Mark S. dissect why many salespeople struggle to hit their target prices. It's not about the product itself, but the value it represents to customers.
Discover the psychological intricacies behind product pricing and how it shapes consumer perception of value. Understand why customers often gravitate towards mid-tier priced items and how sales and marketing teams must convey the value proposition to guide informed purchasing decisions.
❓Key Questions Answered❓
- What are some ideas we could use as salespeople to help us
understand what that problem is?
- If I see a price and it's cheap, do I automatically
perceive that the value is cheap? If I see a different product with
a more expensive price, do I automatically associate more
value?
- Do people use price comparison to figure out what
they want to buy?
- “I'm going to discount the initial sale and then I'll
make it up later.” Does that hold water?
- If you had one piece of advice, you would tell the companies right now, in terms of maximizing price?
◩ About the Guest ◩
Mark Stiving, Phd. is a pricing expert, speaker, author, and founder of Impact Pricing. Mark holds his Ph.D in Marketing from Univ. of California, Berkeley.
His most recent book is Selling Value: How to Win More Deals at Higher Prices.
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!