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.
More Subscriber-Only Resources From Our Library
-
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
View This Guide -
Exploring the Root-Causes of Pricing Problems
An educational case study collection exploring seven instances where further investigation revealed that supposed pricing problems weren't really pricing problems after all.
View This Case Study -
How to Fight a Price War
In this on-demand webinar, learn strategies and tactics for preventing a price war, handling "dumb" competitors, de-escalating and avoiding provocative situations, and winning without actually fighting.
View This Webinar -
How to Combat Competitive Pricing Pressure
How should you handle competitive pricing pressure? In this on-demand training session, you'll learn about 20 strategies and tactics leading pricing teams are using to anticipate competitive moves, minimize their impact, and respond more effectively.
View This Webinar
