154 FS Sales Conversations


    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

    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


    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)

    Check out Jonathan’s new coaching services site, Expensive Problem!