Fix It (1) Selling

(1) Don't sell price, sell the difference. Then the price will be justified. (2) Create difference not by tell but by ask. (3) Ask respects, ask engages, ask allows value to be built. (4) Ask questions which show you understand their needs (5) Ask questions which build urgency and a reason to take action (6) Ask questions which close on that action. (7) Above all, ask questions which remove the implicit and ensure the explicit. Bonus: check out the free PDF Selling Without Tears under the 'Free Stuff' heading on LHS of blog.