--- title: Some Thoughts on Pricing Power | The Sales Blog description: There are gaps worth noticing when it comes to pricing power. Two Levels Deep If your client’s clients don’t have pricing power, they will expect your client to help absorb their weakness. Your client’s client can’t capture value, so your client struggles to capture value. You can follow this weakness all the way through to […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_129133820.jpg --- ### [Now booking SKO meetings for 2026/27! 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Your client’s client can’t capture value, so your client struggles to capture value. You can follow this weakness all the way through to your price. Your client will likely expect you to help absorb their inherited weakness when it comes to pricing. Unless you find a way to create more value for your client in a way that allows them to create more value for their client or by helping them improve their profitability. #### One Level Deep Sometimes your client’s client has good pricing power. They can command a higher margin because they create and capture value. But they are tough [negotiators](https://www.thesalesblog.com/blog/negotiating-or-defending-your-price), and they demand value or a lower price. If your client provides them with a high level of value, they get to capture value. But if your client doesn’t create value and instead behaves like a commodity, they will take the business at a lower margin, and it’s likely they’ll expect you to do the same. Unless you can create more value for your client and help them to be more profitable. #### Zero Levels Deep In scenario 1, everyone has a weakness when it comes to pricing. The weakness is absorbed all the way down the line. In scenario 2, how much value you capture depends on how much value your client can create and capture. The stronger they are, the stronger you are. In both cases the only way to higher margins is to create more value and help your client do the same. Let’s look at one more scenario. Your client’s client has pricing power. Your client has pricing power, too. Because both of these facts are true, you aren’t inheriting anyone else’s pricing problems. You should be able to both create and capture value. Unless it’s you. If you can’t capture value here, it’s likely that you aren’t creating it or that you aren’t [doing enough](https://www.thesalesblog.com/blog/be-the-value) to capture it. It’s easy to blame this on poor negotiation skills, but the perception of value, the most important factor in a negotiation starts long before you sit down at the bargaining table. When it’s all said and done, the only thing you can do to capture more value is to create more value. Even if you are dealing with the unenviable and sticky challenge of inheriting someone else’s pricing problem. #### Questions How much does it matter how strong or weak your client’s clients are when it comes to pricing? How important is it that your clients have pricing power? Can you inherit a pricing power because you are deep in the value chain? How do you increase or improve your pricing power when your clients are weak?   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Competition](https://www.thesalesblog.com/blog/tag/competition) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 1, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-10T6:42:59 AM", "datePublished" : "2013-09-01 16:58:46", "description" : "There are gaps worth noticing when it comes to pricing power. Two Levels Deep If your client’s clients don’t have pricing power, they will expect your client to help absorb their weakness. Your client’s client can’t capture value, so your client struggles to capture value. 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