We’ve been giving away too much money in sales over the past century.

Why?

We’ve been trained to think the buyer’s budget matters.  For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose.

In other words, we make the buyer’s budget problem our problem and we need to stop doing that.

In this video, I talk about how letting the buyer’s budget dictate our price is costing us money and how to stop it.

If the buyer didn’t budget enough to solve their problem, that’s not your problem and you don’t owe them a price that works for them.

Trust the value you bring to the table and stand tall.