They can give you a context. That’s all. To be the same as them. To go lower than them. Or break the rules and rise above them. And it’s got

“Do it little by little. Incrementally. Otherwise they’ll run for the hills.” That’s great advice on pricing. NOT. Doing this actually brings you to have slow, incremental increases. It’ll make

What you don’t say with your words, but tolerate or reinforce, is culture. What remains unsaid is equally or more important than what you actually say. To yourself, your team,

Or “sales”, if you’d like to put it that way. Not even cashflow is your friend. You can have millions in revenue. Millions in cashflow. And still on the verge

Whenever you’re in a (sales) conversation and there’s something you find not making sense, or doubtful, seems to you like a red flag, or your gut tells you “hold on,

It comes from Geraldine Carter, coach to accountants so that they can leave the nonsense of hustle. Read it . 👇 What are YOU worth? “But aren’t I supposed to

That’s what your customers think when you either price your offerings low, give discounts right away, promise over servicing, etc. What are you currently doing to avoid having this thoughts

You can’t win in business. It’s a common thing to hear “you have to win (in) business.” For you to win, others have to lose. And vice versa. If they

Delighting your customers. Making the sale for what’s worth to your customers (aka. with the right pricing) is no magic. It will feel like magic to them. All it takes

Stop caring too much for closing the deal. When you approach your customers to try to close them, you get overinvested. You feel you have more at stake. The fear

—ural shift. Moving from an input-based price setting into a different model (outputs/outcomes) is a cultural shift. Even if you’re solo. It demands you to think, see and act in

When you’re in a sales conversation, you can always push back —and do the big thinking in behalf of your customer. To help them see the bigger picture, you need

When you’re thinking of how to stand out from your competition and gain a better position of advantage, you can use this simple tool: can’t / won’t. And that’s about

Doing what your customers say they need you to do without a proper diagnosis from your side is asking that question. It’s leaning into taking orders and leave all the

A school of thought on sales has this principle: “For you to win in a negotiation, you need to be ready to yield and concede”. Bullshit. You don’t. You can

“Don’t speak, I know just what you’re sayin’So please stop explainin'”Don’t Speak – No Doubt When you’re in a sales conversation, stop talking. Start listening. Probe with questions. It’s not

Price. It represents your promise. When your price is higher, it’s implicit that your delivery will be higher. If it’s low, that the other is better at something —but not

A bunch of responses about yesterday’s message —where offer A is priced at 3,3X and offer B is priced at 0,9X— said that A was better than B. For a

In German, that’s the translation for Fear. Fear of sharing… … your secret sauce. The way you do things. The way you can lead the sale. The way you lead

Often times, you can think that because people are not buying at the volumes you expect it’s because of your high price. Logic would say that if you lower your