Then you go on to detail the extra steps you’re taking that deliver the incremental value.

YURI YUSIMI: “No, that’s it. If we can do that, we’re good.”

to achieve the desired outcome, while still turning a profit.

All things equal, a higher fee for the same project is not only better for you, it’s better for Sereus Dough. Here’s why:

problem. Simple, easily communicated, relevant, efficient. That’s it. THAT is the Right Solution.

Bonus Materials available at davidafields.com/winningclients

YURI YUSIMI: “This no-cancellation clause is never going to work. We could never enter into a contract that isn’t cancellable.”

The heart and soul of Becoming the Obvious Choice is what I call the Context Discussion. Developing the Context Discussion was one of the big breakthroughs in my own consulting career, and I’ve seen many other consultants make similar breakthroughs using it. When you master this conversation, you will increase your close rate and shorten your sales

(For more ideas on how to arrange the pricing of three alternatives, download Five Pricing Strategies that Will Win You More Projects at Higher Fees.)