Impact Pricing31 Jan 2024

Pricing Table Topics: 10 of Clubs – How Much Would Other People Pay?

This one is the 10 of Clubs from the Impact Pricing card deck.

Face it, when you talk to a customer, what you really want to ask them is, "how much would you pay for them?" The problem is they won't answer that question.

First, they probably don't know the answer to that question. But more importantly, in the back of their mind, they're thinking, Hey, I can't tell them the truth because if I tell them it's really valuable to me, they'll end up charging me a higher price. So, I'm going to come up with a number much lower. I'm going to game the system, or play a negotiation game without them even knowing I'm playing.

Of course, that hurts us because we're trying to gather real information, how much would they pay?

One question I found that works relatively well, I wouldn't call it scientific, but it's a great way to get just a perception of people's pricing. And that is, "how much do you think other people like you would pay for this?"

It takes enough indirection in the question that they tend not to think about gaming the system. And instead they think, "Oh, well, that person over there is probably like me, so therefore they would probably pay this much." When you ask that question, what the buyer's thinking in their mind is, how much would I really pay, and that's how much I think other people would really pay.

We hope you enjoyed this example of Pricing Table Topics. What you just heard was done without a script.

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/

Det här avsnittet är hämtat från ett öppet RSS-flöde och publiceras inte av Podme. Det kan innehålla reklam.

Avsnitt(500)

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 Juni 33min

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 Maj 5min

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 Maj 30min

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 Maj 4min

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 Maj 29min

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 Maj 3min

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 Maj 28min

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 Maj 4min