363 Pricing Boost: Get Paid Well For Your Excellence
\u201cDogs and prospects can smell fear.\u201d - Casey Brown
Are you struggling with pricing your products and services confidently? Do you fear presenting proposals to clients and dealing with objections? Are you unsure how to have effective conversations around price increases?
If these questions sound familiar, you\u2019re going to love today\u2019s episode featuring Casey Brown, founder of Boost Pricing. Boost Pricing has the singular goal of helping organizations get paid well for their excellence, and in this informative conversation, Casey shares invaluable insights on how to elevate your pricing game and communicate your value effectively to your customers.
Sales is challenging, and as someone who\u2019s been in the industry, you know how tough it can be. There\u2019s pressure to be personable, negotiate well, and ask the right questions, yet proposals still get rejected. So, how do you get paid well for your company's superior products and services?
In this episode, Casey provides practical tips, strategies, and tactics to boost your pricing confidence and navigate price negotiations successfully. Learn how to deal with customers who focus solely on price and how to differentiate your value proposition effectively.
Casey emphasizes the importance of handling client objections well, sharing \u201cThe best answer to an objection isn't an answer at all, it's a question. I think questions are a salesperson's superpower and they are largely underused in the price portion and the negotiation process.\u201d She goes on to say \u201cThe root of confidence is value. You need to truly understand how your products and service are of value to your customer.\u201d\xa0
By tuning in, you'll gain insights on:
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- Approaching conversations about pricing with confidence and clarity.
- Understanding when and how to offer tiered packages to customers.
- Communicating the value of your offerings to clients to justify your prices.
- Navigating tricky situations like price match requests and objections.
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Casey\u2019s wisdom on pricing and negotiation will empower you to become more confident in your sales approach. Don\u2019t miss out on this educational discussion!
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Timestamps
01:00 - Trace Blackmore invites you to participate in the Global 6K
07:00 - Interview with Casey Brown founder of Pricing Boost
1:01:30 - Lightning round questions
1:10:00 - Drop by Drop With James McDonald\xa0
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Key Quotes from Casey Brown
\u201cI think sales is the hardest job in a company. Selling is an incredibly hard profession.\u201d - Casey Brown
\u201cDogs and prospects can smell fear.\u201d - Casey Brown
\u201cThe root of confidence is value. You need to truly understand how your products and services are of value to your customer.\u201d - Casey Brown
\u201c\u2018No\u2019 is the most powerful word in a sales person's vocabulary, and often the most underused.\u201d -\xa0 Casey Brown
\u201cA price match request is an objective statement of preference from the customer for your company.\u201d - Casey Brown
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Connect with Casey Brown
Phone: 614.679.7999
Email: casey@boostpricing.com
Website: boostpricing.com
LinkedIn: linkedin.com/in/caseybrownboost/
linkedin.com/company/boostpricing/
Read or Download Casey Brown\u2019s Press Release HERE
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Links Mentioned
Scaling UP! H2O Academy video courses
AWT (Association of Water Technologies)
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Books Mentioned
Outlive: The Science and Art of Longevity by Peter Attia MD
Make The Noise Go Away: The Power Of An Effective Second-In-Command by\xa0Larry G. Linne
10x Is Easier Than 2x by Dan Sullivan\xa0
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Drop By Drop with James\xa0
In today\u2019s segment, we\u2019re thinking about a line I read in an article called \u201cAWT Recommendations and Guidelines for Corrosion Coupons in Cooling Systems\u201d found under Resources in the Members-Only section of the Association of Water Technologies website.\xa0 This section of the article was discussing the proper order of installation for corrosion coupons.\xa0 The line said, \u201cIn reality, if an appropriate water treatment program is in place, the actual coupon order will make little or no difference to the results.\u201d\xa0
That line made my brain stop for a minute.\xa0 The actual order will make little or no difference to results if an appropriate water treatment program is in place?\xa0 Hold up!\xa0 I\u2019ve had the galvanic series drilled into my head for corrosion coupons!\xa0 The most active or least noble metal or alloy must be placed first\u2026the farthest upstream.\xa0 What kind of crazy talk is this?\xa0
Of course, in a perfect world, we wouldn\u2019t do a lot of things.\xa0 The article goes on to explain further, though.\xa0 It says, \u201cThere is an argument for limiting the number of factors to be considered when analyzing results, and if the coupons are installed according to the galvanic series, any high loss rates will not be blamed on or associated with galvanic differences (regardless of whether these could our could not impact results).\u201d\xa0
So to keep things logical and free of noise that may only confuse the issue, we should continue to install corrosion coupons according to the galvanic series, regardless of how good our water treatment program is.\xa0 Where else do we apply this logic in our day-to-day industrial water lives?\xa0 Where else do we try to eliminate variables so we can see the true problems?\xa0 Do we mix and match our sample bottles or do we reserve select ones for higher-purity samples and others for higher-conductivity samples?\xa0 Do we test for conductivities from low to high, vice versa, or a random mix?\xa0 That\u2019s some food for thought, right there.\xa0 Eliminating variables.
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2024 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we\u2019ve listed every event Water Treaters should be aware of by clicking HERE.
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