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Early Pricing Talk In Sales Calls
- Martin assesses client's budget and urgency early by giving a price range in first call to avoid wasting time.
- He prefers losing a deal early than working on low-paying, misaligned projects that cause resentment.
Price According To True Scope
- Never underprice a project even if you initially gave a low estimate; be willing to correct the price to reflect true scope.
- Pricing should reflect the value and cost of the problem solved to avoid resentment and unprofitable work.
Stick To Your Price Guns
- Avoid accepting deals below your ideal rate; it leads to frustration and harms future earnings.
- Holding firm on price signals expertise and builds buyer trust, improving win rates and job satisfaction.