Pricing Table Topics: 9 of Diamonds – Buyers on a Trust Journey are Not Price Sensitive (opens in new tab)

This one is the 9 of Diamonds from the Selling Value card deck. Let's start with, what is a trust journey? A trust journey is when a buyer comes to you, you're the salesperson, a buyer comes to you and asks you for help figuring out what they need to buy, and they never go look at a competitive alternative. Your job, when they come talk to you, is to talk about, what's the value of solving the problem? What's the best solution to the problem? And importantly, you never ever mention a competit...