Mark Stiving has been a pricing practitioner, educator, and advisor for 28 years. His most recent book, Selling Value: How To Win More Deals at Higher Prices, applies his knowledge of pricing and value to help salespeople be more successful.

In what situation is pricing essential in the decision process?
Your book is called selling value. What does a pricing person know about sales?
According to you how should an executive coach determine their value to the client and to the organization?
Why do coaches not charge enough?

Mark Stiving

As a child, Mark wondered why grocery stores priced their products with numbers that ended in 9. In a doctoral program at UC Berkeley, his research answered that question and he has been addicted to understanding how people use prices to make decisions ever since. Mark Stiving has been a pricing practitioner, educator, and advisor for 28 years. His most recent book, Selling Value: How To Win More Deals at Higher Prices, applies his knowledge of pricing and value to help salespeople be more successful.

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#156: What I No Longer Believe About Money