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”

• ROI (Return On Investment)

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