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Going deep on discounts
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If you're going to discount, here's a more detailed view of yesterday's rules:
And here's a great article by Blair Enns on a few more rules on discounting price. Discounting, if used, is one last resort to close the deal. Giving the discount for them "to think about it" is giving any power you had away. Remember this: YOU have the power. |
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.
What do you see yourself still talking and interested in in 10 years from now? How many of the current things you do/research/write/publish/work on are in that spectrum? Think it'd be worth going on one of them deep enough to experiment and build new offerings/products/services? That's a quick way to see if what you're working on is aligned with what you see in a (not-so-distant?) future. 10 years can pass quickly. And 10 years can also be long enough to figure out if what you're currently...
Next time you're on a sales conversation with a prospect, ask them this: "It's a year from now. We're having coffee together and you're happy. What has happened in your business in that year for you to be happy?" [Now you don't say a word. Embrace silence. Bite your tongue if you need to. :)] This question will push them to think. And you need to give them space to do that. If you talk, you take it away from them. When they talk, they'll give you A TON of valuable information to start seeing...
It's a year from now. We're having coffee together and you're happy. What has happened in your business in that year for you to be happy? I'd love to know. :)