Holden Advisors Blog

Celebrating 10 Years of Pricing with Confidence (video 2 of 11).

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

By Alison Yama

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Recently we performed a pricing outlier analysis for one of our clients.  Like any good pricing analyst would do, the team started with identifying customers receiving heavy discounts, or what we call “low hanging fruit."  We realized that after addressing the low-hanging fruit and creating visibility via a dashboard, we needed to turn the organization’s attention to the high-paying, loyal, Relationship-buying outliers also.  Why?  

Topics: Pricing with Confidence

Celebrating 10 Years of Pricing with Confidence (video 3 of 11).

Ellen Quackenbush discusses the second rule in Pricing with Confidence - "Understand the Value You Offer to Your Customer."  

You can't have confidence in your pricing until you have confidence in the financial value that your offerings have on your customers' bottomline.  Even though managers are convinced they can't get this kind of information, the reality is that most of your customers are eager to talk about it. All it takes is asking the right questions and being willing to listen. 

*Download an Improving Practice Plan so you can follow along with all videos and plan how to drive profitable changes in your organization: 

Order the book: Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Celebrating 10 Years of Pricing with Confidence (video 4 of 11).

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Celebrating 10 Years of Pricing with Confidence (video 5 of 11).

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Smart salespeople distinguish themselves from the pack of competitors. They are game changers, and they don’t wait to be pursued by potential customers. Game changers are assertive and effective as they challenge—with diplomacy—a customer’s viewpoint.  They think strategically and target potential opportunities that a customer may not yet realize exists, or they recast the way a customer views its situation.  If a customer appears to have little interest, a game changer reframes the conversation to build a compelling business case. It is a honed persona cultivated from an investment in thoughtful preparation,planning and confident execution.    

Topics: Selling with Confidence

Celebrating 10 Years of Pricing with Confidence (video 6 of 11).

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Celebrating 10 Years of Pricing with Confidence (video 7 of 11).

Topics: Negotiating with Backbone, Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Celebrating 10 Years of Pricing with Confidence (video 8 of 11).

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence