In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts.
Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes.
Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.
|
|
Casey Brown | Founder & President of Boost Pricing
Casey Brown is a self-described 'pricing geek' and professional speaker, passionate about helping organizations be paid well for their excellence. As the president of Boost
Pricing, she leads a team of consultants and coaches who help organizations price from confidence, negotiate with courage, and make better pricing decisions. Casey started her career as an engineer at General Electric, working in both R&D
and manufacturing, developing technology for which she holds a US patent. Casey is a prominent keynote speaker, delivering a TEDx talk in 2015 with over 5 million views to date. She is fluent in Spanish and is a certified Six Sigma Black Belt. She also holds degrees in Chemical Engineering, Spanish, and Business. |