Tag: Product Differentiation

Sales Success Article: Right Price. Wrong Assumptions. | Engage Selling

Sales Success Article: Right Price. Wrong Assumptions. | Engage Selling

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” I’ve been running sales workshops for over fifteen years and without fail, this question comes up in every session. In the most recent case, I had reps from two companies who […]

A Cheaper Christmas Tree May Be Just Around The Corner | FiveThirtyEight

A Cheaper Christmas Tree May Be Just Around The Corner | FiveThirtyEight

For the past several years, I’ve bought my Christmas tree from a stand around the corner from my apartment in Brooklyn. It was always the same, simple price: $10 per foot, which seemed reasonable when I was buying a 5-foot tree for my tiny little walkup. This year, I moved to an apartment with a […]

Christmas tree prices are higher in 2016 | CBS News

Christmas tree prices are higher in 2016 | CBS News

The holidays might bring plenty of goodwill, but some consumers could be feeling fairly grinchy when they shop for a Christmas tree this year. Prices for Christmas trees have risen in many parts of the U.S., thanks to a combination of long-term growing trends and this year’s past weather. West Coast residents, in particular, are […]

Christmas tree prices in NYC reach $1,000 | New York’s PIX11 / WPIX-TV

Christmas tree prices in NYC reach $1,000 | New York’s PIX11 / WPIX-TV

NEW YORK – For millions of people unless you’re going to a Christmas tree farm or head over to Nova Scotia to cut your own Christmas tree, buying a tree on a city sidewalk is what you’re left with. There are some bargains but you have to hunt for them. Finding a Christmas tree in […]

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 […]

Pricing Educational Products: Two Essential Factors – Part I | Tagoras

Pricing Educational Products: Two Essential Factors – Part I | Tagoras

It’s easy to feel a lack of control around pricing for your educational products. Competitor prices, demands from customers, and the presence of free products in the market are among the many factors that can make you feel you need to lower price. At the same time, pricing is the most powerful lever available for […]

Seven Simple Ways to Differentiate Your Company and Products | CustomerThink

Seven Simple Ways to Differentiate Your Company and Products | CustomerThink

1. Focus on the one thing! Don’t be like one of those companies that aspire to be the best in quality, service, pricing, innovation and every other attribute. While this sounds good in theory, life doesn’t work that way. There is a well-known saying in the upper levels of the sailing community: “Will it make […]

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, […]

Mainstream, Premium, Super Premium: Pricing Strategy Examples from Gevalia and McCormick | The Market Strategist

Mainstream, Premium, Super Premium: Pricing Strategy Examples from Gevalia and McCormick | The Market Strategist

The Challenges of Leveraging the Gevalia Brand to Premium at Retail In 2011, Kraft started marketing Gevalia as a direct competitor to Starbucks in the premium supermarket retail coffee market. Kraft offered the Maxwell House brand in the mainstream price tier, but the company had a portfolio gap in the premium price tier (after coming […]

Mainstream, Premium, Super Premium: Pricing Strategy Examples from Gevalia and McCormick | The Market Strategist

Mainstream, Premium, Super Premium: Pricing Strategy Examples from Gevalia and McCormick | The Market Strategist

Managing a brand in multiple price tiers requires careful portfolio positioning. These two case examples are brands that have clear market strategies for different price tiers. Gevalia challenged Starbucks by taking its direct-to-consumer super premium brand into the premium supermarket retail segment.  McCormick successfully offers both mainstream and premium products, essentially on the same shelf. […]