WARNING. This is a price-rant. Hotels and hospitality… it’s going ridiculous. Don’t you hate when you’re expecting to pay something… and out of nowhere there (somehow) comes extra costs that

When selling to another business, both parties tend to see the sale from a cost perspective. However, that’s not important. You can change the way this works and how they

If you’re selling something that is somewhat of a considerable amount ($$$), you want to talk price early in the game. Take it out of the question from the beginning.

If you see that in your market, what do you do? Here’s an episode of April Dunford’s podcast about that, and a few smart ways to call them out (with

Positioning is not business strategy. It’s a part of, but it’s not THE strategy. Positioning is a reflection of your business strategy (your business approach). Your position(ing) can shift in

“Can you show us a breakdown of how the time will be used and how much will each item be?” Client / Prospect ———— “Re: breakdown. I don’t do a

“Can you do X, Y, Z? And also A, B, C, D? Also, can you show us a breakdown of how the time will be used and how much will

What is your answer when being asked by a prospect: Can you do X, Y, Z? And also A, B, C, D? Also, can you show us a breakdown of

“No. We won’t buy from you.” What do you feel when you’re in a sales conversation and hear that? That it’s a No against you? That you didn’t convince them

Are you that special cookie? Most messaging to the market goes as “bringing solutions”, “being creative”, “focused on success”, “the best of”, “state of the art (?)”… Ask yourself: Would

Being interested in what your customer actually wants —whether or not they buy from you— and qualifying if there’s a fit between what they want and what you can offer

There’s a principle introduced by Blair Enns on how to approach sales: Replacing presentations with conversations. It states that instead of going into convince-solution-presentation-mode, where you do all the talking

There are 2 types of incompetents. Type I Here you find the ones who try new things, experiment, fail consistently, and try to bring new perspectives into new scenarios. They’re

After the awkward silence came: “Why are you saying that? Our product goes for 42K per year.” Here’s the thing While this price might be high, it depends on the

Here’s a conversation that happened last week with a founder. Them.- “Our closing ratio is over 50%. But some clients consume way too much of our resources, and a very

Sometimes you need to start from the bottom up. Pricing is not when. When presenting 3 options for your customers to choose from, the usual way the proposal building gets

Pre-S. Influenza got me good this past week. Not fun having high fever sustained through days and nights. So, PSA, get vaxxed if you can. 🙂 ———— Giving your customers

“It’s too expensive. Nobody will buy this thing. The price would be too high.” — Will . salesperson The price? $ 100 K. Here’s the fun part, though: Without context

You got through the hard part of the sale, you got the approval and now comes Procurement saying: “We’re about to place the order. Do we get a discount?” There

That’s Blair Enns’ proclamation in his manifesto. That not everyone will do business with you. And that’s ok. Same applies to your current customers. When shifting your pricing and pricing