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Is it something personal?
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"No. We won't buy from you." What do you feel when you're in a sales conversation and hear that? That it's a No against you? That you didn't convince them enough? That you weren't good enough to close the deal? That your offer is sub-par? That you... . . . It's hard hearing a No. Until you seek for it. Hearing a No felt like something against me. That if I didn't get a Yes, then I wouldn't be as good as I could have thought I was. Or that I lacked the competence. It felt personal. Then the flip happened. "No" is the second best answer you want (the first one is "Hell, yeah! Let's close this deal!"). It helps you discern where to focus your efforts. It helps you help them go for something that works for them. It helps you be more confident. It helps you be seen as the expert. It helps you. |
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.
That's Blair Enns' proclamation in his manifesto. That not everyone will do business with you. And that's ok. Same applies to your current customers. When shifting your pricing and pricing policies, current customers won't like it. They'll fight you over small things —that are totally fine if it comes from somebody else (at even higher prices). 🤷♂️ And that's ok. It's a sign to start looking into the future and find better fits for your business. It's your decision to keep them in your...
Friend-of-the-list Brandon Hughes started an interesting discussion on price and rates. "If you find the price, you would give the extra value." This makes sense on the way we've been taught about pricing and prices. We need to find the right price. But there's no right or wrong price. Just a price. We've been taught that first you find how much it costs you, then you find the right price, and then you see the value that can be added to your customer. That's backwards. You don't find the...
Friend-of-the-list Brandon Hughes started an interesting discussion on price and rates, and how that shows your expertise. Excerpts of our convo (w/permission to share). If I have rates, I'm not an expert or I'm leaving money on the table. If I find the price, I could probably do the job in my sleep, giving the customer extra value. —Desmond If you have rates, you could very well be an expert. Yet, you would project less confidence in your work, as the customer is the one who bears all risk....