Do you think you can alter someone’s thinking by the pricing you put in front of them? Well, of course you can – Price Anchoring allows us to do precisely that, allowing you to take control of the price vs value conversation.
The initial number a prospect hears will massively affect the way they perceive value. This video gives you the techniques used to anchor price, and make the customer feel they are getting a higher value. After viewing this one, review Aaron’s recommendations for how to communicate pricing.
Aaron Evans once again provides a concise set of training tips for anyone looking to understand better the concept (hint, hint, All of your sales reps and Revenue Enablement teammates should give a listen).
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.