Comments on: Guest Article: “Maximizing Your Price–The Value/Benefit Equation,” by Mark Hunter

By: Kenneth Darryl Brown

Kenneth Darryl Brown — Fri, 07 Nov 2008 13:55:15 +0000

Great article! I loved reading it! Entrepreneurs and business owners never sell yourself short! Know what questions to ask before your meeting that will uncover the opportunity and reinforce your value. Always sell based on value and never price!

By: Dr. Jim Anderson

Dr. Jim Anderson — Thu, 06 Nov 2008 01:11:30 +0000

Mark: you are right on! I can't tell you how many times I've come across cost plus pricing programs that are just leaving cash on the table. It can be a challenge to get a customer to agree to a price increase. What has worked for me is to bring something additional to the table at the same time. This changes the discussion from "we're raising prices" to "we're giving you more for your money". - Dr. Jim Anderson The Accidental Negotiator Blog "Learn The Secrets of Side-By-Side Negotiating To Get The Most Value Out Of Every Negotiation"

By: Jeffrey A Koser

Jeffrey A Koser — Wed, 05 Nov 2008 17:14:46 +0000

I love you value benefit equation write-up. The analogies are clearn and simple to follow.

In your blog you state; “Whenever you present a price increase, always begin by asking them questions about the benefits they receive from what you’re providing them.” ‘

I’ll bet you’d agree there is power in knowing your customer so well that you know the value you have created for them. When you understand your market(s) so well that you can predict the value you have created for them based on the past success with other customers you put yourself in a strong position to “position” your on-going value.

Jeff Koser