To have advantage in a sales conversation. you’d wanna ask 4 things: What’s the new status in the future when everything’s going amazing. What’s the reason behind the specific solution

To do this, you need to stop thinking inwards. It’s got nothing to do with your costs, your efforts, with how much sacrifice you put into. It has nothing to

You must have heard “Compete on everything, just not on price”. Try competing on price. The higher price. What would you need to do to go on with the higher

How do you know your prospect is the right fit? If you were asked who’s that you serve? What would you reply? Now, the important question: How do you know?

One of the best ways to start strong the new year is focusing on ONE thing. It’s the hard decision to make on what’s urgent and what’s important. It’s the

Challenging your customer means you push them to think different than what they expected. In some sort of way, it’s about killing the deal early. It’s for them to make

Challenging your customers to think bigger/bolder than what they do/expect is the main driver to create greater impact. If you move them from mainly budgeting to creating, the scales shift.

When you see something ridiculous in a negotiation with your prospects, keep it to yourself. Not. When you find things that deserve to be dug deeper, keep it to yourself.

Bad deals. You want them off of your way as soon as possible. That’s why you need to set up criteria for you to work on the project / with

“Why so expensive?” When you get that question from a prospect, a few things could have happened. Here are 2: This is the first time they are seeing the price.

Don’t decide for them (your customers) what’s expensive. Let them do the math and thinking. What might be expensive for you might be peanuts for them. The only way to

The most productive way to test something is not by making MVPs. Even before that, what you can do is reaching out to customers and ask them. The usual way

Here’s a definition of creativity: It’s the ability to see (opportunity). You seeing that things / subjects / themes / applications from other disciplines can be translated into what you

The difference between charging 300K and 10K to the same client, project, and scope: the risk. The risk to ask what’s important to them. The risk to make and deliver

What’s the difference between someone charging 300K for a job? And someone else charging 10K for the same job? Same specs. Same client. Same job. Same budget. Same timeframe. (and

There’s no intersection between personal and professional lives. It’s just one life. Within it, you have sides that are personal and professional. They work and influence each other. Work life

That’s what you’ll find in most places and insights. “Execution is everything”. That’s a common (mis)conception. Knowing how to execute the right thing is everything. Execution can be done by

Time and You. It’s not a fight. It cant’ be won. Sure, you want to do more stuff. But is it, though? What if you could do LESS, in less

Do the same as everybody else. Set prices based on the market. Focus on revenue at all costs (literally). Go for the easy sale (at the low price). Fight any

Going into a sales conversation to close a deal that might feel significant to you in terms of revenue doesn’t mean it’ll be the same for your customer. You need