Impact Pricing

As pricing professionals, we really need to be the logical part of the business. Our product lines, they really want higher prices. Sometimes they become emotionally involved with their products and they think that they're worth a ton - and they probably are.   Have we explained the value to the customers? Are we able to capture all those higher prices?   "We pricing professionals are the fulcrum of the business. Product lines want higher prices, sales want lower prices. " - Mark Stiving And what we want to do as pricing people is make sure we understand whether or not we're communicating value well to the marketplace. And if we're not communicating value, maybe we're discounting so that we can at least win some business.   So we're almost like the dispassionate referee. We're trying to say, hey, it makes more sense for us to price this way if we want to maximize profits.   On the other hand, salespeople, customers too, what lower prices. Salespeople have prices, one of their tools to close a deal. When a cus