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.
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