Price without Fear

<p>This Quick tip is focused on the use of Silence and Pauses in your price conversations and negotiations.</p><p>Don't forget how to get in touch in you need further help and...

<p>Pre-discounting is where you lower the price of your product/service before presenting it to the customer because you feel it won't be acceptable to them.</p><p>Of course this means lower prices, margins and profits...

<p>We don't like talking about money, we don't like to discuss how good we are, we don't like conflict or disagreements -this can make our value and price conversations and negotiations difficult to navigate.</p><p>We...

<p>It can be an approach that is accepted as the right pricing approach however it may not be – it could be your customers quote market prices which are not optimum (and lower prices are always in their best interests)...

<p>Episode Notes</p><p>I call it the Negotiation Variables Value Mapper - a simple tool based on the principle that in a negotiation we shouldn't give anything away without getting something back in return.</p><p>"If...

<p>Value negotiating is focused on the idea of negotiating using your value - the results and outcomes you help your customer achieve through your products and services as the main source of strength or leverage in the...

<p>Discounting may be useful in some limited circumstances. If we do decide that discounting is ok then we need to make sure we do it in the right way.</p><p>By managing how you discount and who to will discount to, you...

<p>These three tips will really help, they've helped me and my clients get the prices we deserve. They will give you more confidence, and this confidence will translate to the customer in terms of their confidence that...

<h2>Value can be vague, so what other words could we use?</h2><p>Value can mean different things to different people, we all value things differently.</p><p>So if we want to be more concise and clear in our language...

<h2>Value Scorecards are one fo the most crucial pieces of marketing and sales material we have.</h2><p>Customers won't necessarily 'get' the full value of what we deliver for them through our products and services...

<p>In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms.</p><p>In the third episode in this 'mini' series I talk about how you can begin to identify what is...

<h2>In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms.</h2><p>In the second episode in this 'mini' series I talk about how you can begin to identify what is...

<p>In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms.</p><p>This isn't necessarily that easy as value can mean different things to different people and can...

<h2>We all fear conversations around our price/fees when we present the numbers to the prospective client or customer.</h2><p>Driven by the fear of rejection, challenge or disagreement - and potentially losing the...

<p>If you've ever written a proposal or proposition for a customer and priced the proposal to the value and outcomes you get your customer then said to yourself "this is high" or "that's a lot" then talked yourself into...