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Architecture & Engineering
The Client Coach How to build strong business relationships |
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November 10, 2010
The Client Coach: Pricing: Are you selling yourself short?
By Randy Tuminello
Special to the Journal
Special to the Journal
Harry Beckwith in his book “Selling the Invisible,” relates a story about a presumptuous woman who approached Picasso on the street as he was painting at a sidewalk cafe. She asked Picasso if he might sketch her, and charge accordingly. The master agreed and in just minutes her essence became a Picasso original.
“How much?” she asked.
. . .
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Previous columns:
- The Client Coach: Are your services becoming a commodity?, 10-20-2010
- The Client Coach: Price wars bad for professional services, 09-22-2010
- The Client Coach: Relationships get you through tough times, 09-08-2010
- Tough love for a tough economy, 08-25-2010
- The Client Coach: How to turn a prospect into a client, 07-19-2006
- The Client Coach: How to pick your best sales team, 07-05-2006
- The Client Coach: Three Keys to Business Development Success, 06-21-2006
- The Client Coach: In marketing, start with a clean slate, 07-20-2005