There is this thing that you do that causes your prospective client to believe you are a commodity. When you do this, even though you believe you are making selling easier (something that should never be your goal), and even though you believe you…

There are signs that warn you that your prospective client believes you are really a commodity.

When this is true, you have to work very hard to change this perception, make yourself stand out from the pack, and prove that you have a compelling,…

Yesterday’s post (You Will Die By That Same Sword) elicited a number of responses (pricing and cold calling posts always do). One comment (a tweet, actually) suggested that price is the only thing that you can sell.

Whoa! I know pricing isn’t…