Trust as a Pricing Lever: How Customer Trust Affects Pricing with Stéphane Joanis

<p><strong>Stéphane Joanis</strong> started his career as a Chemical Engineer. It is with <a href= "http://www.thermofisher.com/">Thermo Fisher</a> that he got involved in business and pricing, and just this January, Stephane launched his own consulting business which he calls <a href= "https://sjperformancecoach.com/">SJ Performance, LLC</a>. This is where he practices his expertise in B2B Instrumentation Pricing as he and his team provides coaching to help you build a strong pricing culture in a way that provides confidence and leads to trust.</p> <p>In this episode, Stéphane educates us on the importance of achieving organizational transformation in a company as you value the trust in the relationship you have with your customers.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>The importance of having people from different functional groups to talk about and practice value-based pricing and keep each other in check</li> <li>How the creation of strategies that inspire trust with your customers help your sales velocity to go up</li> <li>The power organizational transformation has in shifting from conventional pricing practices to having a value-based mindset in pricing</li> </ul> <p> </p> <p align="center"><strong>“The data is a means to the answer, towards getting insights. But it’s a foundation. Only data can trump politics. So, I think it's important to get your data and extract value from that data. Out of the specifications, go and get what is that value to your customer.”</strong></p> <p align="center"><em>– Stéphane Joanis</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:40 – How Stephane got into pricing; the importance of trust</p> <p>03:32 – On building trust: Attack the processes, not the people</p> <p>05:55 – Starting his business to guide people towards organizational transformation</p> <p>06:28 – What organizational transformation is all about</p> <p>08:56 – The trick to see something as a loss vs. as a gain</p> <p>11:13 – How to help people