Published Mar 15, 2023

The Perils of "Good/Better/Best" Pricing

Blair Enns critiques the traditional "good/better/best" pricing model, proposing a value-based strategy that aligns with client goals. He explores how salespeople can enhance decision-making by offering clear, unbiased proposal options with descriptive, non-judgmental names.

Episode Highlights

Topics covered

Episode Highlights

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Dexa/2Bobs

The Perils of "Good/Better/Best" Pricing

Topics covered

Popular Clips

Performance Pay Pricing

Value-Based Pricing

Decision-Making Dynamics

Rethinking Options

Naming Proposal Options

The Power of Options

Proposal Options Explained

Agency Risk Management

Pricing Strategies Unpacked

Pricing Conversations

Episode Highlights

Pricing Strategies

Decision-Making

Proposal Options

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To Standardize or Customize

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The Perils of "Good/Better/Best" Pricing

Topics covered

Popular Clips

Episode Highlights

Pricing StrategiesBlair Enns challenges the conventional good, better, best pricing model, advocating for a more nuanced approach to value-based pricing. He emphasizes the importance of aligning pricing strategies with the specific outcomes clients seek to achieve.

Pricing Strategies

Decision-MakingBlair Enns discusses the complexities clients face when choosing among proposal options and how salespeople can better facilitate these decisions. He highlights the importance of providing clear, unbiased options and understanding the various tradeoffs involved.

Decision-Making

Proposal OptionsBlair Enns discusses the concept of three-option proposals and the importance of naming these options without bias. He emphasizes the need for descriptive, non-judgmental names to help clients make informed decisions.

Proposal Options

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