Ep 79 - How to Price, Negotiate, and Capture Value With Confidence, With Joanne Smith
Pricing expert Joanne Smith breaks down why most professionals undervalue their work and struggle in negotiations, arguing that the real issue isn't skill deficiency but a fundamental lack of willingness to walk away from bad deals. She provides a tactical framework for building the 'three C's' — confidence, courage, and conviction — that separate successful negotiators from those who constantly leave money on the table.
Key takeaways
- •Expect pushback on pricing 90% of the time — when clients say your price is too high, it's typically not about the price itself but about value communication or fit.
- •Build negotiating power by developing genuine willingness to walk away from volume and low-value deals.
- •Use incremental information gathering across multiple prospects to refine your pricing — perfection isn't required, just progressive improvement.
- •Confidence in negotiations stems from having both the skills and the conviction to enforce your boundaries.
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