Ebook Download Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table
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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table
Ebook Download Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table
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From the Inside Flap
Face facts: Customers have never met a price they liked. And they will use every trick in the book to get you to lower your prices and give up profits. The typical business response is to discount, discount, discount—resulting in less revenue and lower profits. In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process of discovering and defending the value you create for customers. Holden and Burton show you how you can get everyone in your firm to feel 100% confident in your pricing—no matter what customers are saying or how fierce the competition. By following the ten simple rules outlined in Pricing with Confidence, you will be able to hold steady or even raise prices while your customers experience increased value for every dollar they spend. The result is increased revenues and profits. Pricing with Confidence is a road map for senior leadership in sales, marketing, finance, and pricing to work together to outperform the competition. Pricing with Confidence is organized into ten simple and practical rules to help senior leaders tackle rampant price discounting, negotiate with poker-faced customers, and protect the value a company works so hard to create.
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From the Back Cover
Pricing with Confidence Pricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right. Here is a sampling of the rules you need to follow if you want to stop leaving money on the table: Rule One: Replace the Discounting Habit with a Little Arrogance Who says you have to discount? See how one company kicked the end-of-quarter discount habit and increased revenue seventeen percent and profits thirty-seven percent, grabbing $300 million off the poker table. Rule Two: Understand Your Value to Your Customer Your customers are eager to tell you. Are you ready to listen? By focusing on value delivered, Phillips garnered twenty-five percent of the price-competitive lamp market. See how Phillips did it. Rule Three: Apply One of Three Simple Pricing Strategies One of these three simple strategies will work for you. See how Dell stumbled with the wrong pricing strategy and how it recovered. Rule Five: Price to Increase Profits Revenue is good, but profits are better. Southwest Airlines and JetBlue have figured this out and avoided "dumb-bell pricing." Here's how you can, too. Rule Eight: Build Your Selling Backbone Use the first seven rules to add confidence as you sell to tough customers. Find out how a supplier of commodity electronics grabbed an extra $12.5 million off the table in a tough customer negotiation.
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Product details
Hardcover: 240 pages
Publisher: Wiley; 1 edition (February 25, 2008)
Language: English
ISBN-10: 0470197579
ISBN-13: 978-0470197578
Product Dimensions:
6.1 x 1 x 9 inches
Shipping Weight: 14.9 ounces (View shipping rates and policies)
Average Customer Review:
4.3 out of 5 stars
29 customer reviews
Amazon Best Sellers Rank:
#470,424 in Books (See Top 100 in Books)
This is a book for the practitioner, whether it is CEO, CFO, VP Sales/marketing. They do a very good job with strategy: set pricing and offerings establish list prices and base agendaand tactics: actual transaction prices rules for negotiations holding to earned legitimate discounts, alignment with street priceThey give you a model of change how to go in small steps from: cost plus value enhanced cost plus better market driven to value driven.There is also lots of meat there for the in-the-trenches salesperson with a surprising (to most sales managers ) metric showing that you can expect maybe 38% of your prospects to be price driven, with the rest being relationship or value driven. They also show you how to best deal effectively with all purchasers including the poker playing purchaser . The case studies are good and easy to emulate. This is an easy to read, easy to use book. My only concern is that its been around for 3 years and I could have used it all the time. Put it on your Kindle and keep reading it over and over.
The book has very limited scope. It is very good for increasing profitability of B2B sales and for optimizing already existing market activities with established customers. It says nothing about B2C pricing and nothing about pricing new product or pricing without established customer relations.
As a business owner I am continually looking to expand my knowledge & understanding of the variuos aspects of running a business where I have little formal business or management training. Having been introduced to this book by my Business Coach, and having read the positive reviews on Amazon, I chose to purchase it as Kindle book.I found the content of the book to be extremely informative, and it provided me with a number of new perspectives on the area of pricing. I have commenced implementing a number of the ideas I obtained from this book in my business, and feel more confident about how I approach pricing my services.On the issue of reading this book on a Kindle, I'm afraid my experience was less than satisfactory. The Kindle version of the book does not appear to take advantage of the various features for navigating an electronic document which are available and which I have used on other Kindle books. This, in and of itself, was only a minor inconvenience. A greater annoyance was the difficulty experienced in reading the many charts, diagrams & sketches. Most of these were unreadable on the Kindle without altering the orientation of the page and/or text size, all of which settings had to be changed back in order to continue reading the remainder of the document. In addition the sketches & diagrams were often located a number of pages away from the position in the text where they were first referred to. This is understandable in the context of a printed document, however for an electronic document it would not be unreasonable to find sketches/diagrams located closer to the relevant text.I highly recommend this book to business owners who wish to learn more about pricing their products or services, in particular those of us who have entered the business world without any business or management education/training. I would, however, recommend that the hard copy be purchased over the electronic version.
Reed Holden and Mark Burton's Pricing with Confidence makes the complex topic of pricing strategy understandable and usable to businesses of all industries and sizes. Many of the examples are easily transferrable from one industry to the next. Their approach is logical and rational and can be adapted to a sole proprietor with an entrepreneurial idea to the largest of companies. The only thing, I severely disliked about the book was the poker analogy which runs throughout the book. Business, unlike poker, is not a zero-sum game. I understand the analogy they are trying to make, but, in my opinion, it detracts from the overall value of the ideas presented, hence the four stars.
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