To determine how much to charge, focus on what the problem is costing your prospect.

Does it take months for your deals to close? This podcast explains why you may find yourself waiting for a deal to close and what to do to avoid the wait. You’re a salesperson, not a waiter. So, don’t expect your prospect to just place an order.

When lawyers bill by the hour, legal consumers feel like passengers in a taxi. They watch the meter and try to cut out unnecessary detours.