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

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?