I’ve had this conversation with Owners and CEOs many times: Me: “Does your firm offer options at different prices?” Owner/CEO: “No. We don’t customize because
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
Do you intentionally make prospects take-it-or-leave-it? That’s the effect when your professional or business services firm bills by the hour. The client has to take
How do you feel when a prospect says, “Send me a proposal.” Excited? “Oooh, they want us to work for them.” Optimistic? “They wouldn’t ask
“So-and-so charges 20% less. I’d work with you if you lower your fee.” “Can’t you just throw in this one other thing?” “We really need