Pricing Table Topics: 6 of Diamonds – Possess Acumen About Your Buyer's Business (opens in new tab)

This one is the 6 of Diamonds from the Selling Value card deck. If you are having value conversations, you're focusing on, what's the problem the client's trying to solve? What's the result they might expect to achieve? And if that result is quantifiable and we're selling to a company, then almost certainly you can turn that quantifiable results into incremental profit to that company. But in order to do that, we have to understand the business of our customers. I remember a long, long time a...