17.10.19 / The most important skill in pricing

"Thank you. We’ll get back to you."

It’s the standard end to the pitch-and-pray sales meeting whereby you present and the client listens. They thank you. You cross your fingers.

This model turns pricing into a guessing game and often a race to the bottom where you’re as likely to speculate about what your competitors will come in at as what your client values.

Becoming a better pricer begins with the ability to have a good conversation.

This is where navigating the sale meets pricing. Let’s explore how to put away the deck and replace it with something far more meaningful.

Read on.

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