This week, my friends at Executive Renaissance Forums reprinted my article, The Seven Commandments of Pricing.

Rereading it, I got to thinking how often all of us who believe in value pricing either forget to do so or refuse to pay someone else for their value.  If you agree, why is it so difficult for us to walk this talk?  I have two thoughts and ask for your reactions.

 1.  While we know our service or product is “worth it”, when we actually sell it, we often forget to define precisely how it resolves our client’s pain or creates their opportunity for success. Assuming our clients will do this creates the second challenge we can all understand.

2. When we are presented with a service or product that is priced based on its ultimate value to us, we have to accept responsibility for producing expected results through consuming it.  Accepting this accountability in front of others is hard.

What do you think?

This entry was posted on Sunday, October 14th, 2007 at 9:01 am and is filed under Pricing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.