Value Bread Blues? How to Announce Price Increases with Casey Brown

<p><strong>Casey Brown</strong> is the President of Boost Pricing, and she has been since 2011. She started her career as a Chemical Engineer at GE, and she's been in pricing for almost 20 years now. Casey loves whitewater kayaking, and she's a big Buckeye fan.</p> <p>In this episode, Casey explains how important it is for sellers to connect with the emotional component of the buyer/s as she shares her knowledge on how to substantially increase your ability to earn higher prices.</p> <p><strong> </strong></p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn how crucial the seller’s mindset and beliefs are to the business’ profitability, especially as to whether they’re operating from a place of confidence or fear</li> <li>Find out why you should not put the blame on cost increases when doing a price increase</li> <li>Understand the power of taking into consideration the emotional component, like selling value through the language, mind, and heart of your customer</li> </ul> <p><strong> </strong></p> <p><strong>“I have yet to find, even in this current economic climate, a company that doesn't have some pricing opportunity, and I would just ask everyone to keep looking for it. It's there.” </strong><br /> <em>– Casey Brown</em></p> <p><strong> </strong></p> <p><strong>Topics Covered:</strong></p> <p>01:33 – How Casey got into pricing<br /> 04:54 – Mark to Casey: Why don’t I know you? Why have I never seen you before?<br /> 07:00 – The biggest problem in sales being the lack of recognition that there’s a problem<br /> 09:33 – Is Casey trying to compete with people who are doing sales training and education? Both yes and no<br /> 11:33 – An exchange of Mark’s and Casey’s magic formulas in communicating price increases<br /> 15:05 – More about blaming costs and cost-plus pricing<br /> 18:02 – Teaching salespeople how to properly sell value<br /> 20:40 – Convincing Mark that the emotional component is as important in B2B as it is in B2C<br /> 29:17 – Casey’s pricing advice<br /> 30:08 –