Pricing Table Topics: 7 of Clubs – Help the Buyer Understand the Value of Solving their Problem
Impact Pricing5 Huhti 2023

Pricing Table Topics: 7 of Clubs – Help the Buyer Understand the Value of Solving their Problem

This one is the 7 of Clubs from the Selling Value card deck.

Anytime you're in a sales situation, we think to ourselves, Hey, we need to be selling against our competition. We need to point out why we're better than our competitors.

Yeah, and maybe we do. I'm not going to say we don't need to do that.

However, if we take the time to help the buyer understand, what's the underlying problem they're truly trying to solve? What's the value of solving that problem? And how it is that we help them solve that problem? It builds trust. They start to know that we understand their situation, we understand their problem. They believe that we'll be better at solving it simply because we've expressed the fact that we understood it.

Oh, and when we help them build the business case, they are grateful because they need this information to help sell up inside their organization anyway. Because no one's going to buy something unless they know that it's going to help them make more money. And so, we need to help our buyers create that business case.

So, it really is imperative that even if you know you're going to have competition, take the time to help your buyers understand the value of solving the problem. Not just focusing on why we're better.

We hope you enjoyed this example of Pricing Table Topics. What you just heard was done without a script. If you want to get better at speaking about pricing and value, grab a deck of our cards, pick a card, read the saying, and then talk for one to two minutes about what that card says. You'll become a better speaker and expert.

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

Now, go make an impact.

Connect with Mark Stiving:

Jaksot(500)

Blogcast: AI Didn't Kill Per-User Pricing. It Exposed It.

Blogcast: AI Didn't Kill Per-User Pricing. It Exposed It.

This is an Impact Pricing Blog published on January 12, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/ai-didnt-kill-per-user-p...

20 Maalis 3min

Why Buyers Can't Articulate Their Real Problems (And Why That Matters for Pricing) with Mark Stiving and Rebecca Kalogeris

Why Buyers Can't Articulate Their Real Problems (And Why That Matters for Pricing) with Mark Stiving and Rebecca Kalogeris

If value comes from solving problems… why do buyers struggle to explain the problems they actually have? In Episode 4 of the Buyer Decision Series, Mark Stiving and Rebecca Kalogeris explore why buyer...

16 Maalis 14min

Blogcast: Price Is the Tradeoff

Blogcast: Price Is the Tradeoff

This is an Impact Pricing Blog published on January 5, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/price-is-the-tradeoff/ If ...

13 Maalis 3min

What Buyers Actually Pay For (Hint: It's Not Your Product) with Mark Stiving and Rebecca Kalogeris

What Buyers Actually Pay For (Hint: It's Not Your Product) with Mark Stiving and Rebecca Kalogeris

If buyers are predicting the future… and confidence determines when they act… what are they actually paying for? In Episode 3 of the Buyer Decision Series, Mark Stiving and Rebecca Kalogeris explore t...

10 Maalis 13min

Blogcast: Buyers Don't Buy Features

Blogcast: Buyers Don't Buy Features

This is an Impact Pricing Blog published on December 29, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/buyers-dont-buy-features...

6 Maalis 3min

Buyers Buy Futures, Not Features: Understanding the "Let Me Think About It" Moment with Mark Stiving and Rebecca Kalogeris

Buyers Buy Futures, Not Features: Understanding the "Let Me Think About It" Moment with Mark Stiving and Rebecca Kalogeris

Buying isn't logical;  it's predictive.  In this episode, we explore why buyers hesitate, stall, and say "let me think about it" — even when the value is clear. Mark Stiving and Rebecca Kalogeris brea...

3 Maalis 13min

Why Pricing Feels Disconnected from Buyer Behavior (And What We're Missing) with Mark Stiving and Rebecca Kalogeris

Why Pricing Feels Disconnected from Buyer Behavior (And What We're Missing) with Mark Stiving and Rebecca Kalogeris

Before we talk about confidence. Before we talk about willingness to pay. Before we talk about buyer disconnect. We need to question something far more fundamental: What are buyers actually doing when...

2 Maalis 13min

Blogcast: Pricing AI: When Algorithms Replace Buyers

Blogcast: Pricing AI: When Algorithms Replace Buyers

This is an Impact Pricing Blog published on December 22, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-ai-when-algorit...

27 Helmi 3min

Suosittua kategoriassa Liike-elämä ja talous

sijotuskasti
mimmit-sijoittaa
rss-rahapodi
psykopodiaa-podcast
herrasmieshakkerit
rss-rahamania
ostan-asuntoja-podcast
rahapuhetta
rss-doulapodi
rss-sami-miettinen-neuvottelija
juristipodi
rss-lahtijat
rss-paasipodi
rss-sisalto-kuntoon
pomojen-suusta
yrittaja
rss-muutoksenanatomiaa-podcast
rss-uppoava-vn-laiva
rss-bisnesta-bebeja
rss-tarkeista-asioista-2