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It’s been a couple of years since I fully delegated the sales function at Win Without Pitching but last week I found myself taking a few sales calls. I logged off of each one with an overwhelming sense of exuberance. “That was fun!”
I wondered how many other people felt the same way. At the end of the week I posted a twitter poll asking, “Is selling fun for you?”
The Flip is our name for the moment in the conversation between you and a prospective client when you move, in their eyes, from the position of lowly vendor to the more lofty one of expert practitioner.
If you have the appetite for it, consider investing in a venture unit where one success has the potential to generate the equivalent of years of profit.
In this post I lay out the five levels of pricing success and ask you to do an assessment of where you are now. Then I identify the best resources to help you move up from your current level.
Enough time has passed now I can tell this story without naming names.
You never want to make assumptions in the sale. If you feel yourself assuming something, you need to lean into that and ask a question about what it is that you are assuming. Because when you make assumptions in the sale, it will likely lead you down a really long and expensive path.
In this 2Bobs podcast, Blair addresses the internal struggle for margin that happens in many firms between delivery teams and business development teams due to their lack of distinction between cost and price.
There are three keys to getting paid: start with new standards for new clients, summon the resolve to enforce your new standards the moment client behavior starts to slip, and be willing to walk away from clients that don’t honor their commitments.
The subjectivity of value works both ways. Value is highly personal and subjective but it is so to all parties on both sides of the buy-sell divide. Just as two different clients considering the same offering from the same firm will assign different value to that offering, so too will two different salespeople trying to sell that offering.
What a year. Our Win Without Pitching annual planning meeting is tomorrow and I can’t help but think back to the plans we made a year ago for 2020. The phrase “We plan, God laughs” comes to mind. Who planned for this? Putting aside the human tragedy of more than 70 million infected, 1.5 million
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