You’re struggling with getting your sales on top. | The market is highly competitive. |  You’re pushed to play on (the lowest) price. | You can’t say No to customers. That’s losing business (and stupid). | If you say No to a customer, you’re losing opportunities. | Your competition is poaching your customers. | Your revenue goals are not where you want them, despite everything you’ve tried. | Raising prices has a big pushback from your customers. | Prices —they change constantly, depending on how bad you want to close the deal. | You can’t charge more than what the market can hold. | Discounts is the way to win business. | Your closing rates are ca. 40% | You apply to biddings, and  win less than 30% of times. | When giving proposals, you need first to “have a feeling of the customer” to know how price-sensitive they are. | You respond to all the RFQs (Requests For Quote) that go into your inbox. | You need to figure out how to fix/improve your costs to be profitable. | Your margins are below 20%. | If I ask you “How much are your top 20 customers making?” you don’t have a clear, fast answer. | You charge based on your time, effort, difficulty, materials + a margin. | Your prices are based on the market. | You rely on giving samples of your work (for free or for peanuts). | You need to build strong relationships first, then talk shop. | You can’t give away how you do things. That’s your secret sauce! | Prices are given only in your quotes. | You don’t talk price BEFORE sending a quote/proposal. | You need to accommodate to your prospects’ budget. | If they tell you they’re tight on money, you need to concede so that you don’t lose the business. | You trust their promises to grow and expand with you will happen. So you give them a “better” initial price. | You have to tease the competition with lower prices, so that they lower theirs too. | The focus of your business is on the revenue created —no matter how.