The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say…

There are gaps worth noticing when it comes to pricing power.

Two Levels Deep

If your client’s clients don’t have pricing power, they will expect your client to help absorb their weakness. Your client’s client can’t capture value, so your…

There is a difference between negotiating and defending your price. What they have in common is that there is a potential obstacle that needs to be dealt with. Negotiating is one way to think about that obstacle. But it shouldn't be the first…

Price isn’t value. But price is an expression of value.

When your prospective client tells you that your price is too, what they are saying is that they don’t perceive enough value to pay that price. So the question you have to answer is “Do…

During the Cold War, the United States and the Soviet Union both built massive nuclear arsenals. Both built nuclear missiles, both armed them with warheads, and both aimed them at the other’s major cities.

The idea was that if one side should…