In most businesses, and especially for service professionals, pricing should be a reflection of the value created for clients. But too often, fear takes over and the final price becomes a reflection of the confidence in the value created for the client. When you cave on price, you may be communicating that you don’t believe […]
This post began as a list of my thoughts on listening, which later became this non-exhaustive compilation of dos and don’ts. Although I cut it from the final draft, I thought I would share it with you anyway. Listening is … Keeping quiet, most of the time. Minimizing unnecessary ‘yeses,’ ‘rights’ and ‘uh-huhs’. Paying close […]
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Have you ever believed you have more inside you? More potential? More to give? I certainly have and I found a book that can help us both. I recently finished How to Think Like Leonardo da Vinci: Seven Steps to Genius Every Day by Michael Gelb. I enjoyed the book because it includes a brief […]
How often do you spend the time to get to the true root of a customer’s problem? So often we instinctively grasp for a known solution. We reach into our standard bag of tricks for a proven product or service when in fact, it may not be what a customer really needs. It may not […]