Please stop asking what’s the budget It assumes they’ll buy from you. It assumes you’ll accommodate YOUR offer to THEIR arbitrary budget. It assumes they know what they want and

Something that happens quite often when selling: you’re talking to one of the right people. You might be talking with some of the people that are in the process. You

Somewhere, I read that price (or even pricing) is strategy. It’s not. It CAN give you a better position or approach in a strategy, yet it’s A factor for strategy

You’ve seen this everywhere. Every vendor is a (or wants to, or feels like) a strategic partner to their customers. Allow me to push back a bit on it. If

When you’re in a conversation (with stakes for your business), are you listening, or are you waiting to respond? In one you try to understand what the other party means.

Here’s a quick exercise you can use to put in the open if your customers are aligned —or if you run a team, if you and your team are aligned.

If your buying ticket is in the thousands, a 50 euro difference won’t make any difference. You might be tempted to use a charm price (finishing in uneven figures [.99;

Might be the thing that livens up your business. To kill offerings is a good thing. You have to do that. Better that YOU do it, than someone doing it

The fastest (and more efficient) way to get someone to do something is when THEY come up with the idea. In THEIR words. It’s not your job to convince. Or

Usually, how we understand ‘thinking’ is as a scaffolding process, where one thing builds upon the previous one, taking you to a scenario. I don’t usually function like that (been

On the subject of “We need more better leads and more better marketing”, here are some other phrases that happen in conversations with small business owners. We need results.Sure. What’s

Pre-S: Been swamped with a project and this past week it was all about findings —which led to more writing. I’ve seen that movie before. Lots of the businesses I

In business, a deep dive an exercise to “conduct an extensive and thorough investigation into a specific problem. The deep diver will be certain to explore how the problem originated,

Rule #2 in diving. Don’t hold your breath. Holding your breath underwater is an intuitive response to anxiety. The thing with it is that it escalates your stress underwater. And

Having fun. I’d argue the first principle in diving (recreational diving, not necessarily tech-diving). Same applies to your business. If you’re running your business and you’re miserable, it’s kinda non-sense,

You can see business as diving. Here are the principles: Have fun. Never hold your breath. Equalize early and often. Always make a safety stop. Never dive alone. Inspect and

You’re stuck with something in your business. You know it. It takes lots of energy from you and don’t really know how to overcome it. Tell me. Whatever it is

In many industries, the way to go is: I show them a “high” price (that I know will never go for), and as soon as they read the proposal, I’m

In any negotiation, somebody is anchoring (and at least trying to anchor), whether as a buyer or as a seller. Consciously or unconsciously. Anchoring.- The cognitive bias where you stick