A rate is not a price —even when it kinda feels like it. For it to be payable, you need to multiply it by another variable. Might be hours, minutes,

“Hell, no!” That’s the visceral, automatic reaction I get when hearing “You need to price based on your competitors’ prices”. While it sounds logical, the market can be (usually is)

When you’re going into the market and set yourself with what the market pays/charges/”accept”, you’re only adding to the noise. It gives your prospect one more option to choose from.

Taking more time to think over things and THEN make a decision is just stalling. Sometimes you have all the facts right on your face —yet you close your eyes

If you’re not having the best time with how your business is doing, look for help. Look for someone who, as painful it is for them, will tell you the

It’s not about what YOU think/see/feel is simple. It’s about what your customers think/see/feel is simple for them (or not). They don’t know the ins and outs. They don’t know

Do you have them all with all the details? Or do you have them as one single-price? Whatever form you do, what’s the thing you notice when negotiating/talking to your

When going into sales conversations, who are you talking to? Is it the final users of your products/services? Is it the economic buyer? Is it the ones who pay the

Beethoven. And blues. And gospel. John Batiste here shows you how he breaks musical barriers. How you go from one thing, smoothly, to another that are not related —and make

That’s a metaphor to extend your reach to find customers. You throw a net to the water, and when pulling you’ll get customers. The thing about fishing with a net,

What AI can’t do from an art perspective, by Guillermo del Toro. Value: It’s not about the cost. It’s not about the effort. It’s about the risk. Just check this

Some say that asking too many questions is either dumb, or makes it feel like an interrogation to your customer. I’d choose the former. 🙂 Think of it this way.

Food for thought on how pricing could be referred to. Time-based pricing: It’s focused on your time. Not on your customers’. Cost-based pricing: focused on your costs. Not on something

Revenue or profit. Which one is the one you’re to aim for? Or better yet, if you need to make 500K in revenue, what would your approach be: Low price,

Knowing what to say no to is the thing that puts you (and your business) in the expert position. It gives you clarity to choose the right fits for you.

If… something takes you a lot of effort, you put a lot of passion into it, takes you more time to deliver, has more costly inputs, you learned it for

The more effort/passion/premium you put in requires a higher price to your market? What are your thoughts on that?

In a negotiation in behalf of a client, I asked my client: “Please give me the prices (at full) for these 2 programs your customer wants to buy. Money is

“You need to reduce friction” That can be true and helpful in a context. And wrong on others. On others, you need to produce friction. To create (or encourage) change,

A set of behaviors shared and understood by a group of people. Behaviors that are tolerated or reinforced. Whatever behavior you accept and tolerate (from your own team, customers, suppliers,