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...

Exploring Four Different Types of Buyers

An Informative Interview with Nelson Hyde of Holden Advisors About How to Identify and Deal With Different Buyers

In the midst of a negotiation, it's all-too-easy to succumb to the fear of losing the deal. In order to win without giving up too much, it's important to understand who---exactly---you're dealing with. In this expert interview with Nelson Hyde of Holden Advisors, you will learn about:

  • The four different types of buyers that you are likely to encounter in the marketplace....or that you're dealing with today.
  • The tell-tale signs that each buyer will exhibit that can help you understand who is really sitting on the other side of the table.
  • What's actually important to each type of buyer...no matter what they say...and why they're incented to pretend otherwise.
  • How to determine when you should walk---or maybe run---away from those so-called "opportunities" that present themselves.

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

  • Considerations for Pricing Through Channels

    How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.

    View This Interview

  • Can You Benefit from Better Deal Management?

    Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.

    View This Guide

  • Getting Sales To Sell the Value

    Your offerings deliver greater value. But at the slightest pushback from a buyer, your salespeople give in and start discounting that value away. In this webinar, we explore how to change this dynamic for good.

    View This Webinar

  • 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