EEC 256: Executive Coaches Have Value, Charge For It with Mark Stiving
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?
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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