Sell and Price Like the Expert You Are

After guiding a value and closing conversation, our client reiterated time and again that Struck’s process really made them feel heard, cared about, and that they were working with true professionals who really wanted to make an impact on their business.

We walked away from this process feeling uber confident about our ability to guide value conversations and value price.

A recent proposal for a rapidly growing global manufacturing outsourcing company included a creative pricing alternative: a substantial engagement capped at $700k to keep them below our single-account maximum of 25% revenue, a minor project at $50k, or an acquisition of our firm for $20M.

Their response was overwhelmingly positive!

This workshop was really, really good. It’s surprising to me after reading both books and listening to the podcasts that it only clicked in the last four days, this workshop really helped me connect the dots. Thanks for that. I should be leading more in the sales process, listening more and embracing silence. One of my action steps is reworking my proposals as a result.

About 30 minutes after the workshop, I had a first meeting with a referral. Granted the referral was fairly warm, I slightly altered how I explain my fees by using WWP’s pricing tiers. I quoted four tiers anchoring with a fee 10x what I have been charging. I probably undershot the 2nd tier, but the client elected it and that fee is the highest that I have charged yet for planning.