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Posts Tagged ‘Qualifying’
“Let’s see what kind of client you’ll make.”
By learning to say what you’re thinking you create a real dialogue between professionals and an environment where everyone can speak frankly. You’ll also find that moving from presentation mode to conversation mode, in which you ask direct questions like the ones above, shifts the power balance toward you and you communicate that, like the client, you too are discerning of the fit.
Read More... The Most Valuable Skill in Business
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.
Read More... The Only New Business Indicator That Matters
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.
Read More... Seven Universal Truths About Money
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.
In this article I’ve tried to sift through these ideas and hold up the truths that I think are universal across time and cultures, and in so curating them maybe I’ll be able to help you improve your relationship with money and earn more.
The Flip
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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