January 2005
Intermediate to advanced
232 pages
5h 35m
English
Content preview from Smarter Pricing: How to capture more value in your marketBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Here is the price . . . plus one last benefit
Sales trainers teach a way to overcome the negative effects of communicating price in a sales transaction. The technique is to present the product benefits, give the price and then add one additional benefit, so that the final customer impression is that he or she is receiving value. Altered Image, a hairdresser in Berkhamsted, England, adds to the foot of their receipt the phrase ‘Hope we have made the difference. We look forward to seeing you on ______ (date of next appointment).’ The added value is a diary reminder.
Action: Seek out small additional benefits that could be communicated after the price is advised in order to leave the final positive impression.
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.