154 FS Sales Conversations
Published: April 16, 2015
154 FS Sales Conversations
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Show Notes
02:07: “Sales Conversation”
- Starts as:
- Initial Contact From a Prospect
- Culmination:
- Homework and Brain Dump Research for Phone Calls (on Both Sides)
- Writing a Proposal
05:47 - Value-based Pricing Resources
- Episode #96: Value-Based Pricing with Brennan Dunn
- Episode #109: How to Determine Value and Set Pricing with Kirk Bowman
06:08 - Is There an “Expensive Problem” to be Solved?
08:32 - “Value”
10:38 - Qualifying Customers as People You Want to Work With
- Be Picky
12:49 - Sales Conversations When In Demand vs When You Need Work NOW
- Do NOT Be Desperate or Needy
- Confidence
20:19 - Doing Your Homework
24:01 - Pitches and Avoiding Wipe Out
36:20 - What Do You Want to Communicate to a Client?
- Requirements: Get Treated Like an Expert and Professional
- All-Inclusive Rate/Fee
- Traveling Rates/Fees
54:02 - Demonstrating Your Value
Picks
Talk Python To Me (Reuven)
The Martian: A Novel by Andy Weir (Jonathan)
Pitch Anything Book by Oren Klaff (Jonathan)
The Reckoners Series by Brandon Sanderson (Chuck)
The Magic of Thinking Big David J. Schwartz (Chuck)
The Martian: A Novel by Andy Weir (Jonathan)
Pitch Anything Book by Oren Klaff (Jonathan)
The Reckoners Series by Brandon Sanderson (Chuck)
The Magic of Thinking Big David J. Schwartz (Chuck)
Check out Jonathan’s new coaching services site, Expensive Problem!