“It’s too expensive” is not an objection to the price
December 12, 2023
You’ve followed your sales training up to the point where you believe you have a solid prospect. They ask for a proposal. You send them
You’ve followed your sales training up to the point where you believe you have a solid prospect. They ask for a proposal. You send them
An Owner/CEO like you called me and said “Susan, I want to adopt IMPACT Based Pricing. How do I get started?” My reply: “IMPACT Based
“I spent a lot of time with a prospective client. It seemed that we had solid rapport, and yet, after I sent them a proposal,
“Susan, I gave my prospect three offers, as you recommended. But they were sort of angry. They told me that they don’t want to pay
Not all meaningful changes require months of planning. Sometimes you decide to act and then you actually just do it! Here are 3 actions to
When Frank read my post “Compounding works on expertise just like it does on money” he had an upside-the-head moment. He told me during our
The phone is ringing with clients asking for your help. Revenue is increasing. Your associates are working as hard as they can. You meet deadlines,
Old commercial buildings are being renovated. Maybe your professional or business services firm should think about renovating its outdated form. The “Old Building” Hourly billing.
(said one of our clients recently. Here is their story.) “I gathered my 7 associates to tell them our firm was going to adopt IMPACT
A business owner, Lisa, told me that she sold her business because she “wanted her weekends back” and I thought of this poem: For want