Stop pricing pushback and start getting paid what you’re worth

✋ Pricing pushback Pt. 4: Break the stalemate with unassailable positioning

A lot of pricing pushback can easily be avoided once you learn how to use messaging that establishes your position in the relationship and the …

✋ Pricing Pushback Pt. 3: You’re not charging enough

Out of all the causes for Pricing Pushback, this one is the hardest for people to get their head around. "Charging too much??? No Martin, …

✋ Pricing pushback Pt. 2.3: The ‘You’re not taking a stand’ villain

The problem with pricing pushback being a positioning problem is that over on your buyer’s side of the conversation, there’s a reality where ‘your price’ …

✋ Pricing pushback Pt. 2.2: the Beauty Parade Villain

In an ideal world, when a buyer is considering hiring you, there’s only one single burning and pressing question that they’re trying to answer: "Should …

✋ Pricing pushback Pt. 2.1: The Commodity-trap Villain

A lot of sales systems try to teach you that once you have your sales conversations behind you and you have your proposal out there, …

✋ Pricing pushback Pt. 2: The three villains of money objections

Pricing and getting paid well is a complex topic, a mix containing lots of psychology and market dynamics and company policy and stakeholder influence and …

✋ Pricing pushback Pt. 1: Price objections are a positioning problem, not a money problem

When price is a problem and your buyer says they can’t afford it, you need to be very careful with how you proceed with the …

✋ Pricing pushback mini-training Pt. 0

Pricing pushback is a fact of business, and no company gets all its proposals accepted without any negotiation. You just don’t land every deal without …

Stop pricing pushback and start getting paid what you’re worth

Which of these is your biggest challenge?