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

Not all of them will follow your advice. And that’s ok. It’s their prerogative. And as such, it’s not your responsibility either. You can only help the ones who let

Nobody move. Things are just working. Play it safe. While keeping it safe might feel right the way to go, it is also a call to deflect from innovating and

“It’s just a fling” A fling is something sporadic, occasional and with no prospect of something in the future. A fling, though, wouldn’t be called a transaction. Just a thing

“[You] have been taught that somehow the value of what you produce has to do with the time it took you to do something –it never has, and it never

Because most times “Money is not a problem” gets ignored. A client’s sales team got told by their customer that money is not a problem, and that the solution required

“Money is not a problem.” What would your reaction be and what would you for your customer? How would you structure your work to be? What would your work represent?

Your cost specialist can’t do your pricing. They’re focused on costs. Price is focused on value (on how to capture the most of it). Costs look into the business. Pricing

If customer is king, you can’t say no. Your head will roll. If customer is king, you can’t contradict them —even when their ideas are BAD. If customer is king,

Why not Wins? Because it’s pointless. Even if you keep track of them all, of all of your “wins”, it won’t serve you more than as just an ego exercise.

“Don’t pitch your value in the sale. That’s marketing’s job. Your job is to uncover the value the client is seeking. Arm yourself with questions, not claims.” Blair Enns That’s

Challenging your customers’ belief system… that’s a hard pill to swallow. If customer is king, why would you challenge them, right? Well, what if you challenge them to think different?

That’s when your client gives you their money and say “Thank you. The work we’ve done together has really moved the needle.” And that’s when you say “Thank you. For

Don’t ask why. Don’t ask the reasoning behind. Don’t ask to justify. You won’t get a real answer. All you’ll get is a personal defense of a position, with a

When things go wrong, it has (usually) nothing to do with trust. It has nothing to do with a conscious sabotage. Sometimes, it’s just happened. With time, you’ll get to

I mean, there’s no competition for who makes it faster, right? Which brings the question: What if slow is better? What if don’t need to improve the efficiency BUT the

Just because you’re measuring something, doesn’t mean it’s the right one to keep track of. You’re supposed to measure EVERYTHING that really matters to have a sense of where things