Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Expert Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Are They a Price Buyer or a Poker Player?

Nelson Hyde Explains on How to Tell When a Buyer Is Bluffing About Needing a Lower Price

It's easy to assume that when a buyer says they need a lower price, they really mean it. But while it may be easy, this assumption is also extremely costly --- because very often, the buyer is actually bluffing. In this expert interview with Nelson Hyde, you will learn:

  • The tell-tale signs, characteristics, and behaviors that can help you identify Poker Players and true Price Buyers.
  • Straightforward strategies and techniques for calling a Poker Player's bluff and getting them to show their hand.
  • Three ways that misidentification of Poker Players and Price Buyers can hurt you---now and into the future.
  • Proven methods for arming your salespeople with the knowledge they need to negotiate deals with confidence.

This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Price New Products

    In this on-demand webinar, learn about three common types of new products that pricing teams are likely to encounter, and explore the core strategies and processes for dealing with the realities associated with them. Hint: "Best practice" is not always realistic.

    View This Webinar

  • Leveraging Your Multidimensional Value

    What are the dimensions of value that matter most to buyers? Which specific value drivers should you be prioritizing? And how do we incorporate them into our pricing and value propositions?

    View This Webinar

  • Exploring Four Different Types of Buyers

    To win a negotiation without giving up too much, it's important to understand who's on the other side of the table. This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.

    View This Interview

  • Tackling Sales Comp to Drive Pricing Excellence

    In this expert interview, Bob Vezeau, the Vice President of Strategic Pricing at WestRock, discusses his experiences redesigning the company's sales compensation platform to better align with pricing excellence.

    View This Interview