What Posting a Job on Thumbtack Taught Me About Value Based Pricing

I wanted to record my live sales workshop so I posted a project on Thumbtack. Within a few hours I received 8 bids. Some were low, others high. But most came in at $500. Here’s what most of the bids looked like: I was curious to know why most of the bids were the same. The only question providers asked …

Liston Witherill Sent the Best “Thank You” I’ve Ever Received

Circumstances that warrant saying “thank you” happen all the time. But all too often we just phone the thank you in without giving it much thought. Saying “thank you” becomes just another thing to check off your to-do list. For example here’s a “phoned in thank you” email I sent after being a guest on a podcast: “Thank you for …

How Basecamp’s DHH Got to Be Great at What He Does

I recently spoke with David Heinemeier Hansson who’s best known as the creator of Ruby on Rails and the Founder and CTO of Basecamp.  He also wrote two best selling books, Rework and Remote.  In addition to lighting it up in the business world he’s also a Le Mans & WEC class-winning racing driver. In this interview David shares six tips that helped him become great …

How Liz Taught Me About A Problem I Didn’t Know I Had

I went into Fit2Run to buy $5 sports nutrition but left with a $150 pair of sneakers. Now here’s the thing, I didn’t have a problem with my “old” sneakers. No blisters. No aches. No pains in my feet. Nothing. I was happy. But with one question, Liz, the store associate, set off a chain of events that led to …

What my socks taught me about selling

About five years ago, I developed an obsession with wearing colorful socks. Nice, aren’t they? See how the alternating blue stripes go with the blue suede of my shoes? Now, look at the orange in the…never mind. I get carried away, sometimes. Not long after I started wearing colorful socks, they became kind of a trademark — something people noticed and remembered …

How deliberate practice can improve your sales skills

Contrary to popular belief, with a few exceptions, “experts” aren’t people who have natural abilities in a particular domain. Rather, experts practice deliberately. Deliberate practice as it relates to the guitar, is when you do this: Identify a section of the song you’re struggling with. This could be 2 bars, 1 bar or even a few notes. Watch your fingers …

How to negotiate: outcomes vs. outputs

A client recently asked if they could switch payment terms to net 30 (we get paid before we ship).  That’s risky because we could ship a bunch of physical products and not get paid.  Further, this is a new client so we don’t have history with them.  To make things even more risky, they’re a startup. Here’s the client: “Would you also be able to extend our …

Why deals stall & how to get a response

You’ve been there. You had a great meeting. You have a next meeting scheduled. Then you follow up and never hear back. Your prospect disappears. There are four reasons why deals stall: 1. Your prospect hasn’t said why they want to change You assume that when prospects agree to meet with you they want to change. But your prospect might …

How to get referrals without feeling “icky”

Asking for referrals can sometimes feel “icky”.Here’s why.You delivered something that helps your client do something better. In exchange, your client gave you money. So there’s a balance. You “gave” a thing that helps your client be more awesome. And in return you “got” money. Download the “non-icky” referral email template But when you ask for a referral, you’re “getting” …