“Dogs and prospects can smell fear.” – Casey Brown
Are you struggling with pricing your products and services confidently? Do you fear presenting proposals to clients and dealing with objections? Are you unsure how to have effective conversations around price increases?
If these questions sound familiar, you’re going to love today’s episode featuring Casey Brown, founder of Boost Pricing. Boost Pricing has the singular goal of helping organizations get paid well for their excellence, and in this informative conversation, Casey shares invaluable insights on how to elevate your pricing game and communicate your value effectively to your customers.
Sales is challenging, and as someone who’s been in the industry, you know how tough it can be. There’s pressure to be personable, negotiate well, and ask the right questions, yet proposals still get rejected. So, how do you get paid well for your company’s superior products and services?
In this episode, Casey provides practical tips, strategies, and tactics to boost your pricing confidence and navigate price negotiations successfully. Learn how to deal with customers who focus solely on price and how to differentiate your value proposition effectively.
Casey emphasizes the importance of handling client objections well, sharing “The best answer to an objection isn’t an answer at all, it’s a question. I think questions are a salesperson’s superpower and they are largely underused in the price portion and the negotiation process.” She goes on to say “The root of confidence is value. You need to truly understand how your products and service are of value to your customer.”
By tuning in, you’ll gain insights on:
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- Approaching conversations about pricing with confidence and clarity.
- Understanding when and how to offer tiered packages to customers.
- Communicating the value of your offerings to clients to justify your prices.
- Navigating tricky situations like price match requests and objections.
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Casey’s wisdom on pricing and negotiation will empower you to become more confident in your sales approach. Don’t miss out on this educational discussion!
Timestamps
01:00 – Trace Blackmore invites you to participate in the Global 6K
07:00 – Interview with Casey Brown founder of Pricing Boost
1:01:30 – Lightning round questions
1:10:00 – Drop by Drop With James McDonald
Key Quotes from Casey Brown
“I think sales is the hardest job in a company. Selling is an incredibly hard profession.” – Casey Brown
“Dogs and prospects can smell fear.” – Casey Brown
“The root of confidence is value. You need to truly understand how your products and services are of value to your customer.” – Casey Brown
“‘No’ is the most powerful word in a sales person’s vocabulary, and often the most underused.” – Casey Brown
“A price match request is an objective statement of preference from the customer for your company.” – Casey Brown
Connect with Casey Brown
Phone: 614.679.7999
Email: casey@boostpricing.com
Website: boostpricing.com
LinkedIn: linkedin.com/in/caseybrownboost/
linkedin.com/company/boostpricing/
Read or Download Casey Brown’s Press Release HERE
Read or Download Casey Brown’s Discussion Guide HERE
Links Mentioned
Scaling UP! H2O Academy video courses
AWT (Association of Water Technologies)
Books Mentioned
Outlive: The Science and Art of Longevity by Peter Attia MD
Make The Noise Go Away: The Power Of An Effective Second-In-Command by Larry G. Linne
10x Is Easier Than 2x by Dan Sullivan
Drop By Drop with James
In today’s segment, we’re thinking about a line I read in an article called “AWT Recommendations and Guidelines for Corrosion Coupons in Cooling Systems” found under Resources in the Members-Only section of the Association of Water Technologies website. This section of the article was discussing the proper order of installation for corrosion coupons. The line said, “In reality, if an appropriate water treatment program is in place, the actual coupon order will make little or no difference to the results.”
That line made my brain stop for a minute. The actual order will make little or no difference to results if an appropriate water treatment program is in place? Hold up! I’ve had the galvanic series drilled into my head for corrosion coupons! The most active or least noble metal or alloy must be placed first…the farthest upstream. What kind of crazy talk is this?
Of course, in a perfect world, we wouldn’t do a lot of things. The article goes on to explain further, though. It says, “There is an argument for limiting the number of factors to be considered when analyzing results, and if the coupons are installed according to the galvanic series, any high loss rates will not be blamed on or associated with galvanic differences (regardless of whether these could our could not impact results).”
So to keep things logical and free of noise that may only confuse the issue, we should continue to install corrosion coupons according to the galvanic series, regardless of how good our water treatment program is. Where else do we apply this logic in our day-to-day industrial water lives? Where else do we try to eliminate variables so we can see the true problems? Do we mix and match our sample bottles or do we reserve select ones for higher-purity samples and others for higher-conductivity samples? Do we test for conductivities from low to high, vice versa, or a random mix? That’s some food for thought, right there. Eliminating variables.
2024 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.
