Revolutionize Your Pricing Strategy: Unlock the Power of Collaborative Conversations with Carole Mahoney

<p dir="ltr"><strong>Carole Mahoney</strong> is an author, speaker, coach, and trainer taking a cognitive approach to sales success.</p> <p dir="ltr">In this episode, Carole shares how salespeople should initiate a pricing conversation that should be 'Not Be About Me' and quantify the cost of not doing something. That way, buyers make a decision for fear of negative business impact.<strong><br /></strong></p> <p dir="ltr"> </p> <p dir="ltr"><strong>What you will learn from this episode:</strong></p> <ul> <li dir="ltr" role="presentation">Discover a powerful pricing conversation technique that focuses on addressing potential objections and inspires people to take action by tapping into their fears of negative outcomes</li> <li dir="ltr" role="presentation">Find out how salespeople add value and uncover urgency for people to make a decision</li> <li dir="ltr" role="presentation">Understand why salespeople need to create a ‘dirty laundry list’ and include them in their conversation</li> </ul> <p><strong><br /> <br /></strong></p> <p dir="ltr"><strong>"The biggest piece of advice for finding value in a conversation and talking about pricing is to make it a collaborative conversation."</strong></p> <p dir="ltr"><em>- Carole Mahoney</em><strong><br /></strong></p> <p dir="ltr"> </p> <p dir="ltr"><strong>Topics Covered:</strong></p> <p dir="ltr">01:30 - How she found a career in pricing</p> <p dir="ltr">02:20 - Salespeople find it uncomfortable talking about money and pricing matters</p> <p dir="ltr">03:46 - Pricing conversation that’s more about contrasting and quantifying the cost of doing nothing </p> <p dir="ltr">06:36 - Not articulating enough the fear of loss</p> <p dir="ltr">07:49 - Letting buyers articulate the real problem [and getting them to ask these important questions]</p> <p dir="ltr">08:36 - The Seinfeld-comedy-series inspired technique of pricing conversation</p> <p dir="ltr">10:16 - Adding value and uncovering urgency</p> <p dir="ltr">11:30 - Creating a dirty laundry list</p> <p dir="ltr">14:17 - What