Oren Klaff is an expert at pitching and closing multi-million dollar investment deals. His closing rate is high because he has mastered the art of frame control. Frame control helps Oren capture and keep the investor's interest during a presentation. The same concepts apply when you are having a value conversation. When you encounter resistance from the customer, frame control can help redirect the conversation and stay focused on discovering value from their perspective. We include a live … [Read more...]
Picking Your Value Lane with Jeffrey Shaw – 082
Jeffrey Shaw is the go-to portrait photographer for exclusive clientele. His portraits have been featured on The Oprah Winfrey Show, in O Magazine and People, and on CBS News. He is a business coach who serves massively talented creatives who struggle with the business side. He lives on an island just off Manhattan, New York, and gets to work by cable car. Determining Your Lane What is the most important thing you can share about pricing? Pick a lane. Be aligned through your … [Read more...]
The Most Important Thing About Pricing Vol. 2 – 078
Happy New Year! At start of each show I ask my expert guest the same question: What is the most important thing you can share about pricing? After 50 interviews in 2015, I have compiled their answers into Volume 2 of "The Most Important Thing About Pricing". It's About the Customer Ray Edwards - Set your price based on the value that your bring to your customer. Brennan Dunn - It is not about you, it is about the customer. Brian Casel - Keep the customer’s view of the value in … [Read more...]
Creating Value Through Public Relations with Josh Elledge – 077
Josh Elledge is the Founder and Chief Executive Angel at SavingsAngel.com, whose mission is to help families save money and build wealth. He has appeared on radio and TV over 1000 times and has a syndicated news column with 1.5 million readers. As a result of his media experience, he created UpendPR.com where he shares how to use PR to your advantage. The references in Kirk's intro are: Tim Williams: Price Better by 1% and Earn 10% More Profit The 1% Windfall by Rafi … [Read more...]
Selling Value to Corporate Purchasing with Jennifer Kinson – 074
Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is the host of The Cash Car Convert. Talking About Price Is NOT Slimey What is the most important thing you can share about pricing? … [Read more...]
Use Joy to Position Your Business with Richard Sheridan – 072
Richard Sheridan is the co-founder and CEO of Menlo Innovations. The title on his business card is "Chief Story Teller." He is also the author of Joy, Inc. In his career, he has grown from programmer to vice president to entrepreneur. He loves to ski, and recently he set a personal record, completing a 5K in under 30 minutes. Creating Value Through Software What is the most important thing you can share about pricing? Avoid the trap of believing that the lower the price, the more … [Read more...]
The Impact of Really Smart People with Kirk Bowman – 071
This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions - Ed Kless with Sage Shut Up and Eat Your French Fries from The Soul of Enterprise To be great consultants, we have to ask great questions. Examples of great … [Read more...]
The Story of Disney’s Brilliant Price Hike with Joni Newkirk – 059
Joni Newkirk is the founder and CEO of Integrated Insight. She is a former Senior Vice President of Business Insight and Improvement at Disney. She was responsible for anything analytical outside traditional finance. One of the big things was pricing and revenue management for essentially everything Disney sold. They were responsible for forecasting revenue, which included things like daily attendance and a 10-year plan. Lead With the Customer What is the most important thing you can … [Read more...]
You Can Learn To Price Too with Kevin Mitchell – 056
Kevin Mitchell is the President of the Professional Pricing Society (PPS). He is the publisher of a quarterly journal on professional pricing, which is primarily academic research. He also publishes a monthly newsletter, called the Pricing Advisor, which follows trends in pricing. He has spoken all over the world on pricing, including North America, South America, Europe, and Asia. Professional Pricing Society What is the most important thing you can share about pricing? … [Read more...]
Visual, Verbal and Value Identity with Mike Kim – 052
Mike Kim is a marketing consultant that specializes in creating personal brands. He is also the chief marketing officer for an education company in New Jersey. He is the host of the Brand You! podcast, and a speaker at Podcast Movement this summer in Fort Worth, Texas. Positioning Yourself with Price What is the most important thing you can share about pricing? You can probably charge higher than you think you are worth. The mental block is in your mind, not others'. Charge … [Read more...]