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

Friend-of-the-list Brandon Hughes started an interesting discussion on price and rates. “If you find the price, you would give the extra value.” This makes sense on the way we’ve been

Friend-of-the-list Brandon Hughes started an interesting discussion on price and rates, and how that shows your expertise. Excerpts of our convo (w/permission to share). If I have rates, I’m not

That’s one of the things that state you care about your customer, because price is all about them (and their certainty). The difference between a rate and a price. Rate:

When you’re asked about rates and that with that (and your rates “being competitive”) you’ll move to the top of the line when procuring your expertise, you can reply something

Those are actually the little things that go unnoticed —until they don’t. Not taking responsibility for what’s going on. Misleading with promises that will not happen. Over promising. Under promising

If your prospects think that what you offer is too good to be true in comparison the competition, raise your price 3X…. or 5X. Only then they will seriously consider

Give your prospects and customers the benefit of the doubt. This doesn’t mean though, that you don’t call them out. It means that you take that without intention. And you

Once again, Genevieve Hayes came up with a follow up to yesterday’s message: The Elephant. “I think Jerry Seinfeld expressed this one best:” This is what got me to stop

There are situations that can be VERY stressful —within your business, with your prospects, with your clients. Kicking them down the road to not deal with them feels tempting, and

A discussion with Dr. Genevieve Hayes —data science expert and long-time friend-of-the-list— about context inspired this daily. We (humans) LOVE making up stories. When we don’t have a reference point,

What would push you to know what the prices in the market are? And once you find out, what’s next?

Charles – “If I spend too little time to fix some error / bug, I can’t charge 2000 euros. It’s too expensive.” Joe – So would you rather spend MORE

When there’s a void in power, something or someone will step in and take over. It’s the same with context. If you don’t set the context about your offering, your

“We just raise up the price 30% and then go and give them (the customer) a 30% off. That way they’ll go to their boss saying they got a deal.

Just because it has numbers in it, it doesn’t mean it’s just math. When we follow that logic, sure, setting a price is just math. So would be diabetes. Or

Your prospect is considering someone else and is pushing you to cut down your price. It has NOTHING to do with price. It’s not a price problem. It’s a perception