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!



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