Memecast #61: Use Behavioral Economics After Value
Impact Pricing8 Kesä 2022

Memecast #61: Use Behavioral Economics After Value

Behavioral economics are fun.

These are those tactics, the things that we see where our buyers are behaving irrationally, and yet we know they're irrational and we can take advantage of it.

In fact, my dissertation in my doctoral program was on 99 cents, and why does 99 cents work, and it's because buyers tend to be irrational. We should think of each penny or each dollar is identical, but we don't.

The thing is, although these behavioral economics tactics work, and we really should be paying attention to them because we want to present our pricing in the best light possible, it's only marginally effective. We need to get the value part right. If we don't get the value part right, it doesn't matter how we use our behavioral economics.

Now, to be fair, you can get the value part right and totally mess up a deal with horrible behavioral economics. So, both are important. But you absolutely have to understand value and get that right if you expect to win more deals at higher price.

We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me mark@impactpricing.com.

Now go make an impact.

Connect with Mark Stiving:

Jaksot(500)

AI SEO and the Future of Brand Discovery with Bryan Phelps

AI SEO and the Future of Brand Discovery with Bryan Phelps

Bryan Phelps is the founder and CEO of Big Leap, a digital marketing agency he's been running for 17 years. He's been working in digital marketing and SEO since college and recently served as a juror ...

1 Syys 202527min

Blogcast: Product-Market Fit Is Overrated for Pricing

Blogcast: Product-Market Fit Is Overrated for Pricing

This is an Impact Pricing Blog published on June 30, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/product-market-fit-is-overr...

29 Elo 20255min

Why Pricing Deserves a Seat at the CEO Table with John Norkus

Why Pricing Deserves a Seat at the CEO Table with John Norkus

John Norkus is the founder of chiefpricingofficer.com and has led pricing transformation teams at several large consulting companies including Deloitte and KPMG. He started his career as an aircraft e...

25 Elo 202531min

Blogcast: When Pricing Becomes Sleazy Manipulation

Blogcast: When Pricing Becomes Sleazy Manipulation

This is an Impact Pricing Blog published on June 23, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/when-pricing-becomes-sleazy...

22 Elo 20256min

How Many Agents Should Pricing Software Have? with Steven Forth

How Many Agents Should Pricing Software Have? with Steven Forth

Steven Forth is the founder and CEO of Ibbaka and by far Impact Pricing's most frequent guest. He's currently developing ValueIQ, a set of agents for pricing and value advisory work that will soon be ...

18 Elo 202527min

Blogcast: The Secret Link Between Market Segments and the "Will I" Decision

Blogcast: The Secret Link Between Market Segments and the "Will I" Decision

This is an Impact Pricing Blog published on June 16, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-secret-link-between-mar...

15 Elo 20255min

How to Turn Vendors Into Paying Customers (And Other Pricing Secrets) with Ashish Gupta

How to Turn Vendors Into Paying Customers (And Other Pricing Secrets) with Ashish Gupta

Ashish Gupta, founder and CEO of ScaleUp Exec, brings a unique perspective to pricing from his experience building and selling multiple companies across technology, e-commerce, and subscription busine...

11 Elo 202528min

Blogcast: Why Pricing AI Is So Hard

Blogcast: Why Pricing AI Is So Hard

This is an Impact Pricing Blog published on June 9, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-pricing-ai-is-so-hard/ If...

8 Elo 20253min

Suosittua kategoriassa Liike-elämä ja talous

sijotuskasti
mimmit-sijoittaa
rss-rahapodi
psykopodiaa-podcast
hyva-paha-johtaminen
rss-rahamania
ostan-asuntoja-podcast
herrasmieshakkerit
rss-tarkeista-asioista-2
rss-sami-miettinen-neuvottelija
rahapuhetta
rss-lahtijat
rss-rentotapaus
rss-sisalto-kuntoon
rss-seuraava-potilas
pomojen-suusta
sijoituspodi
rss-muutoksenanatomiaa-podcast
rss-uppoava-vn-laiva
rss-tyoelaman-timantteja