Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Pricing and Fear of Price

This is a course about sales. And most salespeople have no control over the prices of the products and services they need to sell. So, I am not going to talk about the economics, strategy, or internal politics of setting a price. I want to focus on one ubiquitous phenomenon among salespeople: fear of price, or priceophobia!

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who donโ€™t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
๐Ÿ”Ž See below for details

Sales and Selling Skills
This video is part of course module 8.4.3
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 3: Selling Techniques

Other videos in this section include:
๐ŸŽฌ You Need a Sales Strategy: Which One? https://youtu.be/oOsZg7tQcII
๐ŸŽฌ Cold Calling to Get a Sales Appointment https://youtu.be/WKL1IcRZzLk
๐ŸŽฌ The 1-2-3 of a Successful Written Sales Proposal https://youtu.be/WSQkW0MrFPE
๐ŸŽฌ Account Management: Account-based Selling https://youtu.be/YfyQFfEOCyk
๐ŸŽฌ Sales optimization: Upselling, Down-selling, and Cross-selling https://youtu.be/hBmriRpdWkc
๐ŸŽฌ The Complex Sale: 101 https://youtu.be/7ZelzJSnu8A

The more the product is a commodity serving a basic need, the more price sensitive its customers will be.

Sell the value and donโ€™t be worried about the price.
Never apologize for the price.

Other things youโ€™ll need to understand:
1. The value that the product or service contributes
2. The capabilities and prices your competitors offer for similar products or services.
3. Your company’s overall pricing strategy and how it affects the pricing of the range of products or services they are selling.
4. Customer psychology.
5. How to negotiate price with your prospects.
We have a whole course on negotiation: https://www.youtube.com/playlist?list=PL6vWkk9L7LeHKze5em0hAzvagJ1oIQv_P

If you need to sell – or take part in selling – your organization’s products or services…
1. Think about the pricing and consider how you can be proud of it. (1 MC CPD Point)
2. Think about the value those products or services can deliver (2 MC CPD Points)
3. Find out more about the capabilities and prices of your competitors’ products or services (2 MC CPD Points)
4. Find out more about your company’s overall pricing strategy (2 MC CPD Points)
5. Take a look at our course on negotiation: https://www.youtube.com/playlist?list=PL6vWkk9L7LeHKze5em0hAzvagJ1oIQv_P

Free Resources
๐Ÿงฐ CPD Tools – https://gum.co/MC-CPD
Paid resources
๐Ÿงณ Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

There are many books that introduce sales and selling. These are the ones I have, and can recommend:
๐Ÿ“– To Sell Is Human https://geni.us/L2EQmt
๐Ÿ“– The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
๐Ÿ“– The New Strategic Selling https://geni.us/Zt2Z9n3
๐Ÿ“– SPIN Selling https://geni.us/Ir5xu
๐Ÿ“– The Psychology of Selling https://geni.us/AjR8AA

โญ•๏ธ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

You can record your Management Courses CPD points on our free, downloadable CPD record log.
๐Ÿ““ Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 9 MC CPD points

00:00 – Fear of Price – Priceophobia
00:39 – Commodity product pricing
01:19 – What most customers want
02:37 – Donโ€™t say โ€˜sorryโ€™.
03:13 – Other things youโ€™ll need
03:24 – No. 1
03:39 – No. 2
04:17 – No. 3
04:48 – No. 4
05:31 – No. 5

#ManagementCourses #Sales #Pricing


Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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