Devchat.tv Episode Roundup

154 FS Sales Conversations

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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!

                   

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                  Devchat.tv Episode RoundupBy Devchat.tv