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Management & Leadership |
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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table
written by Reed Holden, Mark Burton
Studio : Wiley
by Wiley
Publisher : Wiley
Released : 2008-02-25
Availability : Usually ships in 1-2 business days
Number of Items : 1
EAN : 9780470197578
Avg. Customer Rating: (based on 8 reviews)
List Price : $29.95
Our Price : $16.35
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Product Description |
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Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits. |
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A Gem of a Resource for Small Businesses dealing with Big Business |
As a forum leader for a group of CEOs of small, growing businesses, we used this book to help us in understanding whether the pricing strategies each of our businesses used were optimizing their market and sales successes. Since many of these small companies compete with some of the largest players in their respective industries, it was revealing to each of them to see their realities detailed so clearly by the authors. It has led each of them to engage in more thinking and analysis relative to a pricing strategy that matches their value offering. This is a must read for any small business up against the big guys.
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Pricing With Confidence |
Pricing with confidence
I have heard Reed Holden speak in a number of venues. I was happy to hear he was contemplating a book on the practical end of the spectrum for a selling organization. This endeavor revolves around easily understood concepts that a selling organization can apply.
Reed constantly says "Don't be a victim", apparently a phrase he learned many years ago, which ties in with the thrust of the project. Don't be satisfied with what the market place gives you. You can price your product and the services you offer at a level consistent with the value you bring. Far from just cheerleading, you must have done your homework before hand and this will give you the confidence to overcome the objections you will receive.
In the book are simple methods to organize your thoughts to understand your value, which may change with different classes of trade. You can then set your price points and defend them successfully. If you are not successful there is a unique chapter to characterize the type of buyer you are facing. Price buyers, Value buyers, Relationship buyers, and Poker Playing buyers all have different agendas and your defense of your value may be valid, but not successful with each of the above types. Just the recognition of this is valuable to the salesman and may point to different strategies or more importantly not confusing strategies.
In my organization I know the publication is making a difference when a proposed price point strategy is being justified by a thought process described in the book. The sales person in the meeting is defending his stance among his peers who can be rather harsh to test his logic.
A good read that should be placed on the shelf for extensive use as a reference book.
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Pricing with Confidence |
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Buy the book. It's a good read for sales, customer service and yes, even accounting. |
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Pricing Not For Dummies |
As a practioner of pricing for a major firm, I have had the great fortune to directly benefit from the wisdom of Reed Holden and Mark Burton as both a client and student of theirs over the past several years. The benefit to my knowledge and understanding of the pricing discipline, and my company's ultimate benefit from implementation of this knowledge has been one of the best investments we could have made.
Reed and Mark have assembled their vast knowledge and experience into this enormously useful book, which is one of the easiest reads I have ever come accross. I can't overstate the importance of the style in which this book was written, as it flows far more naturally and provides greater comprehension than even the "...For Dummies" tomes. Their concise, easy to use approach does not underestimate the task at hand for practitioners of their pricing principles. However, they do an outstanding job of separating the noise from the true core pricing issues that managers need to devote their ever scarce resources to in their quest to improve their company's profitability.
Through their academic and professional lives, Reed and Mark have compiled the credentials to become experts in the field of pricing, and have supported those credentials in the only manner that counts - with successful solutions for their clients. With this book, anyone with even the smallest interest in pricing as a discipline can develop measurably better approaches for their businesses.
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Good advice, well written |
The book offers a key advice to managers: understand the full value of your offering before you negotiate on price. I teach Pricing at Thunderbird, Global School of Management and do highly recommend this book.
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