In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 we looked at why customers buy outcomes, not hours. Outcome-based Selling If the customer is willing to pay … Read More
Blog
I sell services, what the %*$& does the customer buy? (part 2)
In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. Now let’s look at the whole situation from the customer’s perspective. The Customer’s Perspective The interesting question in sales (and … Read More
I sell services. What the %$&! do I sell?
What do service businesses sell? If you looked at invoices from consultants, lawyers, gardeners, and others, you would assume these businesses sell hours. And maybe they do. But is that what customers buy? I get this question a lot, both … Read More
A Simple Pricing Calculator for Proposals
Sometimes it’s hard to understand the leverage that good pricing provides. (Or that bad pricing takes away.) I created this simple pricing calculator to show how small changes in price, volume, and costs, can have a huge impact on your … Read More
Public Proposal Templates Now Available
A lot of people have asked if there are public proposal templates to help them get started with Mimiran. Until now, the answer was unfortunately, “no.” Today, I’m happy to say the answer is “yes.” There’s currently exactly one template … Read More
What’s Better: A Ferrari or a Honda Odyssey?
Everyone “knows” the Ferrari is better, right? What if you need to transport more than 2 people? What if you have kids? What if your neighborhood has enormous potholes? What if your knees aren’t good enough to get in and … Read More
How to Handle Price Objections
In an earlier post, I suggest maybe you’re not getting enough price objections. (Seriously, they are important.) Now let’s discuss how to handle them. When someone says they want to buy, but they don’t like the price, you need to … Read More
Pricing: Why You’re Doing It Wrong
I don’t know you. How can I know you’re pricing all wrong? Obviously, I don’t, and there’s a chance you’re actually doing it right, but experience with hundreds of business owners lets me play the odds. So in this post, … Read More
Sell More by Selling Less
You walk into the doctor’s office with a cut on your hand. You think you need some stitches and perhaps some antibiotics, but you’re not sure. The doctor says, “great to see you. Looks like you could use a heart … Read More
6 Killer Sales Proposal Mistakes
“Can you send me a proposal?”, is one of the best questions you can get in sales. But it also leads to a lot of stress. Small business owners who moonlight as the “VP of Sales”, and even seasoned sales … Read More