Impact Pricing
Revolutionize Your Pricing Strategy: Unlock the Power of Collaborative Conversations with Carole Mahoney
Jul 3, 2023
Carole Mahoney, an author, speaker, coach, and trainer, shares her cognitive sales approach. Topics explored include initiating pricing conversations, quantifying the cost of inaction, addressing objections, understanding buyers, and shifting the focus to buyers.
23:33
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Quick takeaways
- Collaborative pricing conversations increase value and willingness to pay by customizing solutions based on buyer feedback and creating a sense of collaboration.
- Uncovering buyer pain and discussing the negative outcomes of inaction can motivate buyers to make a decision and recognize the urgency of taking action.
Deep dives
The Power of Collaborative Conversations in Pricing
Making pricing conversations a collaborative process can lead to increased value and willingness to pay. By asking open-ended questions and customizing solutions based on buyer feedback, sellers can create a sense of collaboration and increase perceived value in the eyes of the buyer. It is important to deliver the price and then pause, allowing the buyer to react and potentially avoid offering discounts prematurely. Collaborative conversations in pricing can enhance buyer engagement and ultimately lead to better outcomes.
