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Savior Complex
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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 for them. Most times the best you can do is advice and guide. And other times, to let go. Be sure it's on the record you're acting in their best interest. In your record. Sometimes, it's just not a fit. And that's ok. |
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.
Pre-S: Back on the horse (pt. 2). After some time off publishing and emailing (the writing —fortunately— didn't stop), we're back on the horse. Tricks are used to deceive people, with a purpose of entertainment (magicians), or for a personal advantage (selfish). How a lot of people see selling, pricing and closing deals is through a lens of tricks [mostly well-intended, though]. "I used all the tricks I know and couldn't close the deal. (aka. They didn't bite)" Think of helping, instead of...
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...
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.