Pricing Table Topics: Jack of Diamonds - Sell Like You Don't Have Competitors
Impact Pricing21 Des 2022

Pricing Table Topics: Jack of Diamonds - Sell Like You Don't Have Competitors

This one is the Jack of Diamonds from the Selling Value card deck.

It's true, you need to sell like you don't have competitors. Every once in a while, you find yourself in a situation where people aren't looking at your competitive alternative, and you don't want to bring it up to them.

You may recall at this point in time that they're making a 'will I' decision, remember the 'will I' versus 'which one', and when people are making the 'will I' decision, 'Am I going to buy something in this product category?', they're not price sensitive.

And so, it just makes sense for us to not talk about our competition because if they say yes to us and never consider a competitive alternative, they're not going to negotiate as hard on price. They're simply looking at what's the inherent value of solving the problem, not what's the value of your product relative to a competitor's product.

So, it just makes all the sense in the world to not even mention a competitor until the buyer has already brought them up.

We hope you enjoy this example of Pricing Table Topics. If you want to get better at speaking, especially about pricing and value, grab a deck of our cards, pull a random card and read the saying, talk for one to two minutes about what that card says.

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

Now, go make an impact.

Connect with Mark Stiving:

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(500)

Why Buyers Don't Buy When They're Convinced — They Buy When They Can Predict with Todd Caponi

Why Buyers Don't Buy When They're Convinced — They Buy When They Can Predict with Todd Caponi

Todd Caponi is the author of The Transparency Sale, The Transparency Sales Leader, and The Four Levers of Negotiating. He advises revenue teams on decision science, transparency, and how buyers actual...

1 Jun 33min

Buyer Insight: Buyers Are Rational, It's the Sellers That Aren't

Buyer Insight: Buyers Are Rational, It's the Sellers That Aren't

This is an Impact Pricing Blog published on March 16, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/buyers-are-rational-its-th...

29 Mai 5min

AI Agents, Zero Humans, and the End of SaaS Per-Seat Pricing with Ajit Ghuman

AI Agents, Zero Humans, and the End of SaaS Per-Seat Pricing with Ajit Ghuman

Ajit Ghuman is the co-founder of Monetizely, former VP of Product at Segment, and author of Price to Scale. In this episode, Ajit breaks down one of the biggest pricing challenges AI companies are abo...

25 Mai 30min

Buyer Insight: Credits Trade Clarity for Flexibility

Buyer Insight: Credits Trade Clarity for Flexibility

This is an Impact Pricing Blog published on March 9, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/credits-trade-clarity-for-f...

22 Mai 4min

Your Customers Don't Care About AI (And That's Your Pricing Problem) with Dan Balcauski

Your Customers Don't Care About AI (And That's Your Pricing Problem) with Dan Balcauski

Dan Balcauski is the founder of Product Tranquility, where he helps B2B SaaS companies improve pricing, packaging, and monetization strategy.  In this episode, Dan breaks down the uncomfortable realit...

18 Mai 29min

Buyer Insight: If Buyers Can't Explain It, You've Not Sold It

Buyer Insight: If Buyers Can't Explain It, You've Not Sold It

This is an Impact Pricing Blog published on March 2, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/if-buyers-cant-explain-it-y...

15 Mai 3min

The Four Conversations That Change How Buyers Decide with Blair Enns

The Four Conversations That Change How Buyers Decide with Blair Enns

Blair Enns is the founder of Win Without Pitching, author of The Four Conversations, and co-host of the 2Bobs podcast. He helps experts, agencies, and consultants move from being treated like vendors ...

11 Mai 28min

Buyer Insight: Why AI Is Making SaaS Metrics Grow Up

Buyer Insight: Why AI Is Making SaaS Metrics Grow Up

This is an Impact Pricing Blog published on February 23, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-ai-is-making-saas-m...

8 Mai 4min

Populært innen Business og økonomi

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