Many people in sales think that’s charm what gets them to keep accounts and/or close deals. It’s not. In the vast majority of cases what gets (mis)labeled with charm is:

Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no

Knowing how to do their thing is what differentiates experts from non-experts. Now, it’s not only knowing how to. Having this in the back of your head makes it visible,

If you are highly competent and care about your customers, you probably have a savior complex. You care about them, for their success, and want to help them at best

Business = Design How a business operates, how it chooses, how it makes money, who it serves. How the business sees the world. Intentionally or not, it follows a design.

The best way to demonstrate your expertise is not always by answers. What separates experts from newbies is making questions. The right kind of questions. Questions where you guide your

That’s the stench of desperation. When sellers try to demonstrate by saying they’re the best option to their customers situations. With the eagerness. The anxiety. The overexcitement. Because they bring

Pop quiz: Price is the amount of money that… A.- the customers pay to receive what the company’s offering B.- the company charges for what they offer.

A price increase might feel like too risk (whatever that price increase is). And when your customer gets back to you with sticker shock, they’ll ask you what justifies it

“If you have to have a prayer session before raising the price by 10%, then you’ve got a terrible business” — W. Buffet Which begs the question: will you be

David C. Baker had a post today about AI. But it hit deeper. To me, it’s one of the most accurate definitions of what generic, inexpert, and pushy salespeople are:

Jonathan Stark wrote this daily email on OpenClaw and how it much makes things easier for him. “As it turns out, it’s pretty hard to explain exactly why OC is

A conversation with your prospect. Maybe was referred to you. Maybe found out about you some other way. And you ask: “Will it help if I send you these? (your

Following, an actual conversation. A new price set. I asked, walk me through the process on how you got to this price. – Well… I grabbed the cost and factored

It’s tricky. It’s risky. But unless you do it, you’ll have others doing it to you. And that’s riskier.

The more you talk: The less you show. The less you listen. The less you understand. Stop coming up with all of the answers. Instead, come up with the right

What if they copy what we have? Yeah. What if? And if so, what about it? They can copy numbers, codes, functionalities, prices, talking points, scripts. And so what? All

Look, to someone who you seem to be expensive, you’ll still be expensive. No matter what you say or how you try to justify your prices. No matter what you

Hamsters hoard. They need it for survival. That’s because they’re so fragile and defenseless to predators. But that’s nature. Now, you can’t have hoarders in your business. That is, unless

Working on proposals, quotations and offers gets into some sort of comfort zone. A zone where you don’t need to push for hearing a No, or where even ghosting is