Price without Fear

We've all had customers who have, at some stage said "that's expensive" or "that's a lot".

Sometimes this is just a statement to see if we will react and drop the price, sometimes it's a genuine concern and valid challenge.

How we react to that statement will impact the price we charge that customer.

In this episode I give you some ways that you can respond to that statement and use some price negotiation tactics to move the conversation forward in a collaborative way.

Sometimes you will get a customer who is keen on negotiating or genuinely has no idea what the price of your product/service is and early on in the conversation asks you… "What's the price?" or "How much are you going to charge me?"

Of course we know that we really need to discuss value and quantifiable monetised outcomes for the customer before we get to price, that way we can position our price against the value we will deliver for the customer and be able to compare it to alternatives or reference points better.

That's not always possible.

Sometimes a customer will ask up front about Price - here are some ideas you can use or tailor to your own approach, in tackling this issue.

Having a great mindset for Pricing and Negotiating is all about...

Being courageous to ask for the prices and fees you want and deserve

Being confident to use all the tools, methods and approaches you have to help you lead the process

and

Having the conviction to hold your ground in the face of challenges or objections

Developing this type of mindset may not be easy, however the content of the podcast and our programmes are designed to build this mindset so you can win more deals, more often at higher prices.

And the great thing is, if you can develop, grow and nurture this mindset two things happen;

1. Your Price and Negotiation conversations become easier, simpler and Dre I say more fun?
2. Your customer or prospective customer will perceive you as being more credible, knowledgeable and most importantly more trustworthy. Which means they will just 'get' what you do and be much more willing to pay the prices you want - it just comes across in your behaviour.

This episode discusses how you can raise your prices without losing business our customers.

This is part 3 in the 'raising prices' mini series. 

In this episode ...

In episode 10 we'll be covering the second stage of implementing your increase, covering;

5. Preparation.

6. Customer communication and conversation.

7. Implementation and reinforcing customer value.

Hope you enjoy the episode and as always please get in touch if you'd like to discuss anything.

This episode discusses how you can raise your prices without losing business our customers.

This is part 2 in the 'raising prices' mini series. 

In this episode ...

In episode 9 we'll be covering the first stages of implementing your increase, covering;

1. Goals and objectives.
2. Planning and risk analysis.
3. Tactics.
4. Your price increase story

Hope you enjoy the episode and as always please get in touch if you'd like to discuss anything.

This episode discusses how you can raise your prices without losing business our customers.

I've split this subject into three parts, over this and the next two podcasts, to give you some ideas of how to raise prices and then more specifically how you can implement the changes in parts 2 and 3.

In this episode ...

In episode 8 we'll be covering why and how you can raise prices;

1. The situations that mean you should raise prices.
2. 7 ways you can raise prices and a bonus .
3. The next steps you should take.

There'll be more on this subject in future podcasts.

Hope you enjoy the episode and as always please get in touch if you'd like to discuss anything.

This episode introduces you to securing and protecting your value through negotiating.

Once we've had the value conversation with the customer we need to make sure we don't give value away right at the end by negotiating badly.

In this episode ...

In episode 7 we'll be introducing:

1. A definition of negotiating.
2. How it can add value when done well.
3. Our 5 principles of effective negotiating.

There'll be more on this subject in future podcasts.

Hope you enjoy the episode and as always please get in touch if you'd like to discuss anything.

This episode introduces you to value selling and how you can approach the price conversation with customers.

In this episode ...

In episode 6 we'll be covering the following:

1. What the value conversation is.
2. A definition of Value selling and what it's about.
3. How you can communicate value.

Hope you enjoy the episode and as always please get in touch if you'd like to discuss anything.

This episode introduces you to the idea of value based pricing as the most effective way of growing revenue and profit.

Proven to be the most effective pricing approach, the idea is simple, however can be challenging to implement.

In this episode ...

In episode 5 we'll be covering:

1. What value based pricing is.
2. Why it's important.
3. How to start pricing better.

Hope you enjoy the episode and as always please get in touch if you'd like to discuss anything.