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Tag: Bad Sales Pricing Practices

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

In this #PricingPodcast, we talked with Whitney Gibson, a Partner at the Vorys, Sater, Seymour and Pease LLP law firm, and a knowledge expert on unauthorized sales, online. Whitney shared why businesses and consumers alike should be concerned with unauthorized sellers who sell diverted products. Sellers on eBay and other third party online marketplaces are causing many […]

Winning the sale without dropping the price | MarketingDonut

Winning the sale without dropping the price | MarketingDonut

1. People’s beliefs are reality – to them The problem I see here is that I think you can be too expensive! One of my favourite sayings when it comes to sales (and pricing in particular) is that people’s beliefs are reality – to them. If someone says “that’s too expensive” it may be that […]

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 […]

Don’t Chase Pricing Ghosts | Strategic Pricing Solutions

Don’t Chase Pricing Ghosts | Strategic Pricing Solutions

Today is Halloween, but it is no time to be spooked by the challenge of increasing prices to fully capture the value of your products or services.  In nearly every company, opportunities exist to capture more value from select customers or products.  However, those opportunities are often not where you think they are, so do […]

Making Money is the Objective | Strategic Pricing Solutions

Making Money is the Objective | Strategic Pricing Solutions

Retail is an inherently low-margin business.  (If you doubt it, just look at Amazon’s return on sales.) To survive, retailers use many tools to determine how they can sell more to customers and at higher prices.  In recent years, data science has become a much more important part of the retail toolkit.  By analyzing how […]

Analysis: Why did Banana Republic fail in the UK? | Retail Week

Analysis: Why did Banana Republic fail in the UK? | Retail Week

Blanket discounts damage brand credibility and operating margins Banana Republic’s pricing strategy undermines its efforts to be an aspirational, premium destination. Much like its sister brand Gap, frequent promotions on selected ranges such as knitwear or blanket discounts across the full offer have eroded respect for the original ticket price, with consumers holding off making […]

3 Candidates for Worst CEO of 2016 | The Motley Fool

3 Candidates for Worst CEO of 2016 | The Motley Fool

J. Michael Pearson — now-former CEO of Valeant Pharmaceuticals J. Michael Pearson may no longer be the CEO of embattled pharmaceutical company Valeant Pharmaceuticals (NYSE:VRX), but he left a lasting impression on its share price, and not in a good way. Valeant shares have lost 78% year to date, and they’re down about 91% from […]