21 min listen
Memecast #64: Stop Negotiating
FromImpact Pricing
ratings:
Length:
1 minute
Released:
Jun 29, 2022
Format:
Podcast episode
Description
Oftentimes, salespeople are selling to a committee of people who have to make a big decision. Once they've made the decision, they typically say, hey, we want to go with this vendor, and then they submit it to purchasing or procurement. At that point in time, procurement pretends to be price sensitive, pretends that there's multiple different competitors involved. But if we can recognize that we've already been chosen, then we don't have to compete hard on price. This happens often, especially if we're going to be selling to a committee who has to make a decision. We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me mark@impactpricing.com. Now go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/
Released:
Jun 29, 2022
Format:
Podcast episode
Titles in the series (100)
From Pricing Scientist to VP in Pricing with Stephane Bratu: Why you have to check out today’s podcast: Learn to be directionally correct in your pricing decisions Find out the important characteristics required to be a pricing expert Learn how to be creative and do different things in Pricing to... by Impact Pricing