This one is the 9 of Hearts from the Selling Value card deck.

It is true that buyers on an analytical journey are very price sensitive.

Buyers on an analytical journey are probably the way you and I shop most of the time, and so it's the most common type of buyer's journey. These buyers are the ones who realize they have a problem, let's say, their refrigerator broke down. Then what do they do? They do a bunch of research to figure out what's the best refrigerator to replace the one that just broke. They know they need to go buy one, but they're on the internet looking at a whole bunch of different brands, maybe different technologies, styles, sizes, colors, and by the time they walk into a store, or two, or three, they've got a great feel and they're comparing, "Hey, how is this one better than that one?"

These are really price sensitive buyers because they've identified what are all the different possibilities and they can trade off, "Oh, do I want water in the door, or ice in the door," and, "What's that extra cost going to be?" And, "Oh, this brand is so much better than that brand," and, "How much more am I willing to pay for it?" Price becomes a really big part of their purchase decision.

Sadly, we have to deal with these, and we deal with these the way that they come and expect and ask questions, and we want to find an answer. But the real goal is to be able to identify the other types of buyer's journeys so that we have the ability to capture more revenue from them.

We hope you enjoy this example of Pricing Table Topics. What you just heard was done without a script. If you want to get better at speaking and about pricing and value, grab a deck of our cards, pick a card, read the saying, and then talk for one to two minutes about what that card says. You'll become a better speaker and expert.

If you have any questions or feedback, please email me, [email protected].

Now, go make an impact.

Connect with Mark Stiving:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/stiving/