When you approach your sales conversations without trying to find a solution in the very moment, you find yourself listening to understand. To understand HOW you could help your prospect

Sustainability, ESG, climate change, circular economies… they all have a problem: they’re jargon. They go full-on academic, or fuzzy, or whatever, actually. It goes around in very small, strict pods

Price, at the end of it all, is related to what the customer gets in return. It’s the acceptable amount of money they decide to pay in exchange for something.

Can you charge different prices for the (very exact) same thing? For services. For productized services. For products. Let me know. 🙂

When moving prices up little by little, it’s all about the seller (you). About their costs, their margins, their “compensation” on inflation, etc. It has nothing to do with the

Price is the representation of your promise. If you have a high price, the implied promise is that it’s of high value. It’s the right message. If you have a

More often than not, there is a big focus on revenue as the thing to measure (success, growth, improvement). All of this nonsense of “Orders. Orders. Orders.” The thing is,

Choosing revenue means choosing vanity. It means that what’s important is what goes into the business. The today, rather than the long game. It dilutes the way you make decisions,

The price you set is not a reflection of you. The price you set is not a reflection of your worth. It’s not a reflection of your effort. It’s not

By agreeing with the objections. “It’s too expensive.” It is. “The price is ridiculous.” It might be. “Why so expensive?” That’s the price. “But it’s SO simple.” You’re right. It’s

Don’t get invested into what you want to get. The moment you do that, you’re too invested in the sale and giving your power away. You’ll take the zero as

When you find a budget protector (one who sees costs as the core, efficiencies in the systems, how to spend less in order to gain more), no matter what you

Business model. New business model. Revenue model. 3 different things that might overlap, and are not the same. Business model: how your business operates and the results it makes. New

When you and your prospect are about to talk price, just drop the grenade —and shut up. The one who breaks the silence is the one who will give more

First, willful ignorance. It’s the avoidance of the facts and what’s the situation. It’s choosing to ignore all the red flags and moving away from making a decision. Why? Because

“From a cost center to a profit center” What a nonsense. That implies that your profit is based on your costs control. That, magically, when you know your costs (or

Getting too close to what the rules/views/templates/best-practices are can make you miss important details. Paper can hold anything. Reality doesn’t.

In a negotiation, the first thing you need to be comfortable with is zero. As in No Money, can’t pay, won’t pay, don’t see the point on it. Having that

Anyone with money. Anyone who is willing to pay. Anyone that needs our thing. How do you reach to this specific anyone? If you can’t come up with a very

In diving, when you’re overwhelmed, you stop everything. Then, you breath. Assess. Decide. Same is in business. While everything seems urgent, you can only do so much. So stop, breath,