Captain’s log, stardate 20191110
Sent by Jonathan Stark on November 10th, 2019
We just finished the first week of TPS4 which focused on writing custom proposals:
Lesson 1: Anatomy of a Project Proposal Lesson 2: Setting Your Project Prices Lesson 3: Conducting a Sales Interview
There’s been lots of engaged conversation in the TPS Slack, especially about The Why Conversation portion of the sales interview.
You can read about The Why Conversation here, but it boils down to a framework for getting the answer to the question:
“How can I help you?”
Once you have that, you can decide if you think you can help, and if so, how much it might be worth to the client. This is what forms the basis of a value price.
NOTE: Askling “How can I help you?” is very different from asking “What can I do for you?” The former uncovers OUTCOMES, the latter uncovers ACTIVITIES.
You want outcomes.