135: Price Anchoring with Sean Doyle (Part 2)

When implementing price anchoring, most people are used to counting from 1 to 3. However this is the biggest mistake. The idea of anchoring is to anchor on the big number, so you need to present the big number first. My Guest: Sean Doyle Sean M. Doyle is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Sean and his team at FitzMartin are focused on long term value creation through a sales-first, scientific approach to driving revenue. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers. Sean ’s latest book, Shift , explores 19 practical ideas, grounded in the science of behavioural change, that can transform a business’s marketing efforts and, by natural extension, its profitability. Pivotal Moments · Sean began doing graphic design 30 years ago. · Awareness is not marketing. Marketing considers the entire journey from being unaware that something exists all the way through to you have to use them. · The difference between early stages of marketing to when trying to scale 50 people plus. · When businesses grow they begin to see that sales and marketing is a lever that they can pull that they don’t understand how to pull. · Helping relationships · Price Anchoring · Authenticity Quote If something doesnt get sold it doesnt matter. Links & Resources www.Fitzmartin.com www.Seanmdoyle.com Show: www.estierand.com/breakthrough Part 1 of this episode where you hear more go to estierand.com/135-1 Did you enjoy this episode? Then subscribe to my podcast on iTunes , so you can get automatic updates whenever another episode goes live (and you will be helping me get to #1 on iTunes, making us all cooler in the process!)