Let’s try on the idea of you being as ruthlessly discerning with your prospective clients, if a little kinder in your language. What are the questions you would like to know in advance of working with a client to determine if this relationship is going to work?
The goal of value-based pricing is not to charge more—that’s merely a beneficial consequence. The goal of value-based pricing is to create an organization that is intently focused on creating extraordinary customer value.
If you want to predict your likelihood of winning new business (and therefore whether or not it makes sense to pour resources into the opportunity) just ask yourself this one question.
Money, money, money. Most of us, I believe, have poor relationships with money. Another belief of mine is that some of us have warped or skewed views on the topic that we think are universally shared by others when they are not.
The moment in the sales cycle when a prospect who previously had you boxed into the vendor position in the relationship…
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