How can we be successful? What is successful? Selling products or services for fair or high value instead of discussing pricing issues. Of course the pricing is important but ...

You will win more projects, clients and will selling easier with less discussions if you know the WHY. You want to sell something ask your client about his situation.

Don´t stop there but ask again, WHY he needs it. What are his drivers? What are his issues he will solve easier. And what impact would have this new service for him. Talk with him about his business and not about your products. If you understand his needs, his business issues and where he will see in your service an extra VALUE which will help him to solve his problems, you will be respected as a trusted advisor.

This will lead to further questions about HOW we can help him. And WHEN we can deliver. And only the last step will be the pricing. Because you are the person who understands his business needs your client will trust you. Of course he will ask for the pricing and you have to be fair. But fair is not cheap and so you will gain VALUE and trust. Ask for the WHY and the impact and you will get VALUE back. And success.