Tag: Anthony Iannarino

The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy | The Sales Blog

The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy | The Sales Blog

Sale leaders underestimate just how much impact their sales force can have on the execution of their strategy. If you do not intend to lead with price, competing on price is a change of strategy. “But we are not competing on price,” you say, “We are competing on value.” This may or may not be […]

If You Think It’s Hard to Sell with a Higher Price, Try Selling a Low Price | The Sales Blog

If You Think It’s Hard to Sell with a Higher Price, Try Selling a Low Price | The Sales Blog

You may believe that one of the primary challenges you have when selling is your higher price. Because you invariably get questions around your higher price, and because you are continually compared with your lower-priced competitors, it’s easy to conclude that your higher price makes selling more difficult. This is categorically untrue. Your higher price […]

How to Avoid the Need to Defend Your Price | The Sales Blog

How to Avoid the Need to Defend Your Price | The Sales Blog

I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing in the first place. What can you do to preempt ever having to have a conversation about lowering your price? Here’s the best recipe I know: Open opportunities and get there […]

The Only Way to Sell at a Higher Price Than Your Competitors | The Sales Blog

The Only Way to Sell at a Higher Price Than Your Competitors | The Sales Blog

There is only one thing that will allow you to successfully compete against lower prices. That one thing is the perception of greater value. Valued The impediment to higher prices is the perception of value. The question is what do you do to justify the higher price that your prospects perceive as something worth paying […]

How You Should Think About Your Higher Price | The Sales Blog

How You Should Think About Your Higher Price | The Sales Blog

I never speak to companies that have the lowest price in their category. Instead, I spend time with companies—and people—who have a higher price than their competitor’s because they create greater value. Some of the people who work for these companies are totally confident in their price and the value they create. They lead with […]

Offensive or Defensive Pricing Reveals | The Sales Blog

Offensive or Defensive Pricing Reveals | The Sales Blog

Using Pricing to Differentiate When your price is higher because you create greater value and need to capture more to deliver it, it often makes better sense to go on the offensive and immediately disclose your higher pricing—especially when you can easily justify a higher price. By sharing the price very early in a conversation, […]

What You Signal When You Move Price in the Wrong Direction | The Sales Blog

What You Signal When You Move Price in the Wrong Direction | The Sales Blog

Price is a Shortcut Pricing is a heuristic; it’s something that lets us learn something for ourselves. When you buy something that you believe is a bargain and it fails to deliver value, you have learned that lower price often means  you are making concessions when it comes to value. When you pay more, you […]

Maintaining Pricing Discipline | The Sales Blog

Maintaining Pricing Discipline | The Sales Blog

Pricing discipline is the key to protecting your business model and sustaining profitable growth. Pricing too high, or too low, can kill your business over the long term, or really quickly. Pricing Too High Some companies with a low price model make the mistake of charging some client more specifically because the client is naïve. […]

Negotiating and Discounting Are Different | The Sales Blog

Negotiating and Discounting Are Different | The Sales Blog

Negotiations Your customer may tell you that they need a lower price. You counter by offering to reduce your price in exchange for something that provides you with as much or more value than what you gave in a price concession. … When you discount, your prospective client asks for a lower price, and you […]

Tripping Over Dollars to Pick Up Dimes | The Sales Blog

Tripping Over Dollars to Pick Up Dimes | The Sales Blog

I was talking with a friend about pricing. We were both lamenting the fact that too many people underinvest in the results they need. The underinvestment always costs them more than the difference between the price they paid and the price they should have paid. In the world of sales, paying more for the salesperson you […]