Impact Pricing2 Marras 2022

Memecast #82: Queen of Clubs: Customers Perception of Value is their Reality

This one is the Queen of Clubs from the Selling Value card deck.

Customers' perception of value is their reality. This is absolutely true.

Think about when you purchase something. You don't have the time or the energy to go out and learn everything there is to possibly know about everything. In fact, if you're like me, you've probably purchased things, and made a mistake, "Oh, this really didn't solve the problem I thought it was going to solve. It really didn't look the way I thought it was going to look or act the way I thought it was going to act."

And what that really meant was that before we bought the product, we had this perception of what we thought the product would do, and it didn't live up to that. The 'didn't live up to that' is true reality. This is what it really does. But prior to the purchase, the only thing that mattered was what we believe.

And this is true of our customers as well. Prior to them making a purchase decision, all they can do is use what they believe to be true as information to make the decision. We need to understand that because our job, if we're selling value, is to make sure their perception of our value is really high.

Ideally, we make sure it's accurate, but we want to make sure it's high.

We hope you enjoyed this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull a random card, read the saying, then talk for one to two minutes about what that card says. This will improve your understanding and more importantly, your ability to communicate important concepts about value.

If you have any questions or feedback, please email me mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

Email: mark@impactpricing.com
LinkedIn: https://www.linkedin.com/in/stiving/

Kokeile Premiumia

Nauti 14 päivää ilmaiseksi

Tilaa Premium

Jaksot(500)

Pricing Power: Making Pricing Profitable with Ayon Bhattacharyya

Ayon Bhattacharyya is the Founder of Biz Growth Spurt, a consulting firm based out of New Zealand. He has experienced pricing in half a dozen companies, and he's a passionate animal welfare advocate. ...

27 Kesä 202227min

Blogcast #60: How Much Does a Buyer Values Your Product?

This is an Impact Pricing Blog published on May 18, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/how-much-does-a-buyer-value-...

24 Kesä 20222min

Memecast #63: Gives and Gets

You probably know that when we're negotiating, we do gifts and gets. We don't give anything unless we get something in return. Purchasing people are always asking us for discounts and sometimes we hav...

22 Kesä 20221min

The B2B Innovator's Map: Let Customer Champions Do Selling for You with Daniel Elizalde

Daniel Elizalde was an IoT Product Manager Instructor at Stanford University. He used to work as the VP Head of IoT at Ericsson, but he has now narrowed his focus from IoT to climate tech firms. Danie...

20 Kesä 202231min

Blogcast #59: Data and/or Value

This is an Impact Pricing Blog published on May 11, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/data-and-or-value/ If you hav...

17 Kesä 20223min

Memecast #62: Business Case

If buyers are asking us for a business case, or help to write their own business case, what they're trying to do is document economic value. How much money is our product going to make or save their c...

15 Kesä 20221min

Rapid Needs-based Segmentation with a Pricing Twist! with Matt Johnston and Pavel Knorr

EPIC Conjoint's CEO Matt Johnston and CTO Pavel Knorr help companies win by enabling game changing product and pricing decisions. At EPIC Conjoint, experts combine their deep domain knowledge with inn...

13 Kesä 202234min

Blogcast #58: Taking the Ambiguity Out of Value

This is an Impact Pricing Blog published on May 4, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/taking-the-ambiguity-out-of-v...

10 Kesä 20222min

Kaikki yhdessä sovelluksessa

Kuuntele kaikki suosikkipodcastisi ja -äänikirjasi yhdessä paikassa.

Sinulle valikoitua sisältöä

Podme-sovelluksessa kokoat suosikkisi helposti omaan kirjastoosi. Saat meiltä myös kuuntelusuosituksia!

Jatka kuuntelua koska tahansa

Voit jatkaa siitä mihin jäit, myös offline-tilassa.

Premium

9,99 €/kk

Kaikki premium-podcastit
Ei mainoksia
Ei sitoutumista, peruuta koska tahansa

Aloita 14 päivän kokeilu

Premium

13,99 €/kk

Kaikki premium-podcastit
Ei mainoksia
Ei sitoutumista, peruuta koska tahansa
Yksi lisäkäyttäjä

Kokeile 14 päivää maksutta

Suosittua kategoriassa Liike-elämä ja talous

Tarinat ja äänet, joita rakastat kuunnella

Kuuntele kaikki suosikkipodcastisi ja -äänikirjasi

Lue lisää