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Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no higher-costs compensation, nothing additional. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Many people in sales think that's charm what gets them to keep accounts and/or close deals. It's not. In the vast majority of cases what gets (mis)labeled with charm is: over promising, underpricing or conceding to any price pressure or to give away discounts as a default And that's not charm. It's a lack or underdeveloped skills in sales —but most importantly, in knowing how to articulate the value they help create. What are the ways you train and develop your skills? Because "charm" will...
Knowing how to do their thing is what differentiates experts from non-experts. Now, it's not only knowing how to. Having this in the back of your head makes it visible, BUT only when it's in action and you're not in action 24/7. There's a way, though: with your how-to structured and articulated. How do your customers have access to your knowing how to when they look for someone like you?
If you are highly competent and care about your customers, you probably have a savior complex. You care about them, for their success, and want to help them at best because you see the potential in their businesses and projects. Maybe you see too much of the potential they can't even fathom. Here's the thing: you can't save them all. If they decide not to move in certain beneficial direction despite your advice, that's ok. You can't control people. You can't decide for them. You can't live...