Price without Fear

This Quick tip is focused on the use of 'contrast' in your price conversations and negotiations. Don't forget how to get in touch in you need further help and support; andrew@pricewithoutfear.com www.pricewithoutfear.com +44 (0)7808095825  

This Quick tip is focused on understanding why your 'walk away point' in your price negotiations is so important. Don't forget how to get in touch in you need further help and support; andrew@pricewithoutfear.com www.pricewithoutfear.com +44 (0)7808095825

This Quick tip is focused on the use of a classic phrase in your price negotiations. Don't forget how to get in touch in you need further help and support; andrew@pricewithoutfear.com www.pricewithoutfear.com +44 (0)7808095825

This Quick tip is focused on the use of practice to develop your price conversations and negotiations. Don't forget how to get in touch in you need further help and support; andrew@pricewithoutfear.com www.pricewithoutfear.com +44 (0)7808095825  

This Quick tip is focused on the use of Open Questions in your price conversations and negotiations. Don't forget how to get in touch in you need further help and support; andrew@pricewithoutfear.com www.pricewithoutfear.com +44 (0)7808095825

This Quick tip is focused on the use of Silence and Pauses in your price conversations and negotiations. Don't forget how to get in touch in you need further help and support; andrew@pricewithoutfear.com www.pricewithoutfear.com +44 (0)7808095825

Pre-discounting is where you lower the price of your product/service before presenting it to the customer because you feel it won't be acceptable to them. Of course this means lower prices, margins and profits based on an ASSUMPTION the customer will react adversely to your price proposal. We know in most cases price is just one, and very rarely THE, buying criteria for people, so customers may no...

We don't like talking about money, we don't like to discuss how good we are, we don't like conflict or disagreements -this can make our value and price conversations and negotiations difficult to navigate. We want a smooth journey from customer conversations to pricing proposals to winning the deal, not challenges. For this reason we find these types of conversations emotional - what if I lose the...

It can be an approach that is accepted as the right pricing approach however it may not be – it could be your customers quote market prices which are not optimum (and lower prices are always in their best interests), market prices may be based on outdated information or perceptions or your competitors are simply following each others pricing and nobody is right, it’s all guesswork. It’s worth thin...

Episode Notes I call it the Negotiation Variables Value Mapper - a simple tool based on the principle that in a negotiation we shouldn't give anything away without getting something back in return. "If you can do this for me, I may be able to that for you" Of course we can make concessions where and when we need to, however we should trade areas of low cost to us and high value to the customer, in...

Value negotiating is focused on the idea of negotiating using your value - the results and outcomes you help your customer achieve through your products and services as the main source of strength or leverage in the negotiation. This may not sound too dissimilar to other definitions of negotiating, however we know that as Price is THE most powerful profit lever you have, an approach that emphasise...

Discounting may be useful in some limited circumstances. If we do decide that discounting is ok then we need to make sure we do it in the right way. By managing how you discount and who to will discount to, you will be in a much better position to secure and protect your prices and margins. Don't discount without a good reason, do the numbers first and understand the impact on your market and cust...

These three tips will really help, they've helped me and my clients get the prices we deserve. They will give you more confidence, and this confidence will translate to the customer in terms of their confidence that you can deliver the results and outcomes for them. They will not only help achieve the prices you deserve, they will also give you more confidence to talk numbers. And make this part o...

Value can be vague, so what other words could we use? Value can mean different things to different people, we all value things differently. So if we want to be more concise and clear in our language, using some other words and phrases may be more useful.  This episode will give you three other words you can use that will have an impact in your value conversations, increasing your chances of gettin...

Value Scorecards are one fo the most crucial pieces of marketing and sales material we have. Customers won't necessarily 'get' the full value of what we deliver for them through our products and services, they'll have many things to think about and supplier performnce is just one. If they're happy with you they will know it, but not necessary just how value you are to them. So it's up to us to mak...

In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms. In the third episode in this 'mini' series I talk about how you can begin to identify what is important - or valuable to your customers - in the more intangible areas they may be interested in. Sometimes outcomes and value may not be measured or quantifiable in terms of money, improved...

In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms. In the second episode in this 'mini' series I talk about how you can begin to identify what is important - or valuable to your customers. By providing a framework to understand what is really important to our customers we can begin to focus in on the key issues impacting their business...

In order to be able to 'value' price effectively we need to be able to understand value in our customer's terms. This isn't necessarily that easy as value can mean different things to different people and can be very contextual and depend on the situation they are in. What is crucial is to understand what is important to customers, in this episode I introduce a simple idea and tool to help us get...

We all fear conversations around our price/fees when we present the numbers to the prospective client or customer. Driven by the fear of rejection, challenge or disagreement - and potentially losing the business. We may practice overcoming price objections, how about avoiding them in the first place. So anything that can gives us more confidence to handle these conversations more effectively will...

If you've ever written a proposal or proposition for a customer and priced the proposal to the value and outcomes you get your customer then said to yourself "this is high" or "that's a lot" then talked yourself into redoing the price, then this episode is for you. I know many people who have fallen into this margin destroying behaviour, yet it's simple to get out of. Too often we can lower our pr...

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 neg...

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...

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 pod...

A short post on changes to the podcast for 2024 and beyond.

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 a...