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Casey Brown is the President of Boost Pricing, and she has been since 2011. She started her career as a Chemical Engineer at GE, and she's been in pricing for almost 20 years now. Casey loves whitewater kayaking, and she's a big Buckeye fan.
In this episode, Casey explains how important it is for sellers to connect with the emotional component of the buyer/s as she shares her knowledge on how to substantially increase your ability to earn higher prices.
Why you have to check out today's podcast:
- Learn how crucial the seller's mindset and beliefs are to the business' profitability, especially as to whether they're operating from a place of confidence or fear
- Find out why you should not put the blame on cost increases when doing a price increase
- Understand the power of taking into consideration the emotional component, like selling value through the language, mind, and heart of your customer
"I have yet to find, even in this current economic climate, a company that doesn't have some pricing opportunity, and I would just ask everyone to keep looking for it. It's there." – Casey Brown
Topics Covered:
01:33 – How Casey got into pricing 04:54 – Mark to Casey: Why don't I know you? Why have I never seen you before? 07:00 – The biggest problem in sales being the lack of recognition that there's a problem 09:33 – Is Casey trying to compete with people who are doing sales training and education? Both yes and no 11:33 – An exchange of Mark's and Casey's magic formulas in communicating price increases 15:05 – More about blaming costs and cost-plus pricing 18:02 – Teaching salespeople how to properly sell value 20:40 – Convincing Mark that the emotional component is as important in B2B as it is in B2C 29:17 – Casey's pricing advice 30:08 – Connect with Casey Brown
Key Takeaways:
"Our entire profession – we are the best kept secret in business. And frankly, if more people understood how impactful pricing is to the profitability and how easy it is to pull that lever, there'd be a lot more of us." – Casey Brown
"It does not occur to most people that the biggest opportunity to make a huge improvement in your pricing performance very quickly is not necessarily to fix your strategy, but instead to help the team understand the skill set and mindset gaps that your team has." – Casey Brown
"Connecting with the emotional component of the buyer is not just a consumer phenomenon." – Casey Brown
People / Resources Mentioned:
- Pricing with Confidence (Reed Holden's book): https://www.amazon.com/Pricing-Confidence-Leaving-Money-Table/dp/0470197579
Connect with Casey Brown:
- LinkedIn: https://www.linkedin.com/in/caseybrownboost/
- Email: casey@boostpricing.com
Connect with Mark Stiving:
- LinkedIn: https://www.linkedin.com/in/stiving/
- Email: mailto:mark@impactpricing.com
