Pricing Table Topics: Queen of Spades – Compete on Value, Not on Price
Impact Pricing10 Nov 2023

Pricing Table Topics: Queen of Spades – Compete on Value, Not on Price

This one is the Queen of Spades from the Impact Pricing card deck.

We really should be competing on value, not on price. We often think we're in a price war with our competition. We think our competitors are competing on price because we watch them give deep discounts to customers when we're in negotiations and we're wondering, why are they competing on price? But if you think about it, we responded with deep discounts on our products, and they look at us and they say, why are they competing on price?

What we really need to do is hold our price, try to maintain that price at a nice high level, and instead explain why our product is worth so much more money than our competitors. If our competitors are going to lower their price, it's probably because their product isn't as valuable as our product. We need to learn what does value truly mean to our customers and help them understand how much value they're going to get.

When we learn to create, communicate, value better, we'll be able to capture more of it in the way we price and the deals we close.

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 playing cards, pick a card, read the saying, and talk for one to two minutes about what that card says. You'll become a better speaker and expert. By the way, you can also play card games.

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

Now, go make an impact.

Connect with Mark Stiving:

Avsnitt(500)

Blogcast: Pricing AI: Three Levels of Value Visibility

Blogcast: Pricing AI: Three Levels of Value Visibility

This is an Impact Pricing Blog published on December 15, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-ai-three-levels...

20 Feb 6min

Synthetic Data in Pricing: Trust It, Test It, or Ignore It? with Steven Forth

Synthetic Data in Pricing: Trust It, Test It, or Ignore It? with Steven Forth

Steven Forth is a pricing strategist and AI innovator with decades of experience building value-based pricing models.  As the founder of Value IQ, he blends rigorous pricing theory with emerging AI ap...

16 Feb 31min

Blogcast: AI Can't Own Pricing

Blogcast: AI Can't Own Pricing

This is an Impact Pricing Blog published on December 8, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/ai-cant-own-pricing/ If y...

13 Feb 4min

From $500 to $20,000 a Month: What This Pricing Jump Reveals About Value with Alex Shartsis

From $500 to $20,000 a Month: What This Pricing Jump Reveals About Value with Alex Shartsis

Alex Shartsis is a pricing and go-to-market advisor who helps founders charge what their products are actually worth. He is the CEO of Silverwood and Skyp, working with early- and growth-stage compani...

9 Feb 30min

Blogcast: Pricing AI: Outcome-Based Pricing – The Holy Grail for AI

Blogcast: Pricing AI: Outcome-Based Pricing – The Holy Grail for AI

This is an Impact Pricing Blog published on December 1, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-ai-outcome-based...

6 Feb 5min

"You're Wrong" — A Friendly Pricing Debate on Buyer Context with Steven Forth and Mark Stiving

"You're Wrong" — A Friendly Pricing Debate on Buyer Context with Steven Forth and Mark Stiving

This episode takes a slightly different approach than the usual Impact Pricing conversation. Instead of teaching a finished framework, Mark brings an early draft of his upcoming book to the table and ...

2 Feb 26min

Blogcast: Credits: A Tool to Reveal Your Value Literacy

Blogcast: Credits: A Tool to Reveal Your Value Literacy

This is an Impact Pricing Blog published on November 24, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/a-tool-to-reveal-your-v...

30 Jan 7min

The Logic of Luxury Pricing: How Elite Brands Set Price with Kathryn Porritt

The Logic of Luxury Pricing: How Elite Brands Set Price with Kathryn Porritt

Kathryn Porritt is the founder and CEO of Iconic Empires, where she specializes in helping elite experts build luxury and premium positioning. With a focus on monetization expertise and authority, Kat...

26 Jan 28min

Populärt inom Business & ekonomi

framgangspodden
badfluence
varvet
rss-jossan-nina
svd-tech-brief
rss-svart-marknad
rss-borsens-finest
uppgang-och-fall
avanzapodden
bathina-en-podcast
lastbilspodden
rss-dagen-med-di
fill-or-kill
rss-inga-dumma-fragor-om-pengar
rss-kort-lang-analyspodden-fran-di
24fragor
borsmorgon
tabberaset
rikatillsammans-om-privatekonomi-rikedom-i-livet
montrosepodden