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

  • The Leading Edge of Customer-Specific Pricing

    In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.

    View This Interview

  • Building a Better Bid Desk

    Large bids and quotes can have huge impacts on everything from revenue and profit to capacity utilization and strategic positioning. In this on-demand training session, learn strategies and tactics for improving the effectiveness of your bid desk.

    View This Webinar

  • Are Revenue Management and Pricing Different?

    Some practitioners will use the terms "revenue management" and "pricing" interchangeably. In this expert interview, Amit Aggarwal, the Executive Vice President of Revenue Management at iHeartMedia, helps explain the differences and why they matter.

    View This Interview

  • How to Combat Competitive Pricing Pressure

    What's the best way to manage competitive pricing pressure? In this 4-part training webinar, we share 20 strategies and tactics leading pricing teams are using to anticipate competitive moves, minimize their impact, and respond more effectively.

    View This Webinar