Posted under Sales
from http://thesalesblog.com 1581 days ago

How to Think About Pricing and Value is a post from: The Sales Blog | S. Anthony Iannarino

Price and Value

If you sell something with a price of X, your customer won’t buy it if they perceive what you sell to be worth X. They have to believe it is worth more to them than X. It must be worth X+. (That + is the value)

Here is a simple example. If you buy a book on Amazon.com for $9.99, you do so believing that the ideas contained in that book are worth more than the $9.99 you spend and the 6 hours it takes to read the book (That’s why books, when read and applied, are the greatest value on earth. I’ve read books that have been worth literally millions of dollars to me).

Your Responsibility

If you allow the decision-making criteria to be ...

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