Memecast #63: Gives and Gets
Impact Pricing22 Jun 2022

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 have to give in. We give a discount to a client or a customer.

What should we get in return? Well, we should be thinking first about the things that are hard costs for us to serve our clients.

For example, maybe there's a shipping cost. Maybe it's a warranty cost. But there are things that are truly that cost us money and if we can get those as clawbacks, as our gets when we give something, then we're actually giving up a lower margin.

Many people call this pocket price. So, pocket price is, what's the price after I've looked at what are my costs to serve that individual customer.

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:

Episoder(500)

Blogcast: Everyone's Talking About AI. Almost Nobody's Using It.

Blogcast: Everyone's Talking About AI. Almost Nobody's Using It.

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/everyones-talking-about-ai-...

5 Sep 20254min

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 Sep 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 Aug 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 Aug 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 Aug 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 Aug 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 Aug 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 Aug 202528min

Populært innen Business og økonomi

stopp-verden
lydartikler-fra-aftenposten
dine-penger-pengeradet
e24-podden
rss-penger-polser-og-politikk
rss-borsmorgen-okonominyhetene
pengepodden-2
livet-pa-veien-med-jan-erik-larssen
pengesnakk
finansredaksjonen
utbytte
morgenkaffen-med-finansavisen
rss-politisk-preik
lederpodden
liberal-halvtime
rss-pa-konto
tid-er-penger-en-podcast-med-peter-warren
stormkast-med-valebrokk-stordalen
rss-sunn-okonomi
rss-markedspuls-2