Celebrating 10 Years of Pricing with Confidence (video 9 of 11)
Travis Umpleby explains Rule Eight: Build Your Selling Backbone: Teach Your Sales Force and Managers to Negotiate with Value.
Confidence in negotiation requires confidence in pricing. Confidence in pricing comes from knowing the value of your products and services to your customer. Importantly, confidence also grows the more you understand your customer's business.
Backbone is different from confidence. Backbone comes from knowing the tricks your customers use to get you to drop price and how to counter them.
Confidence in negotiation requires confidence in pricing. Confidence in pricing comes from knowing the value of your products and services to your customer. Importantly, confidence also grows the more you understand your customer's business.
Backbone is different from confidence. Backbone comes from knowing the tricks your customers use to get you to drop price and how to counter them.
Sign Up for Insights
Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
