When I do the occasional consulting project, I often get asked if I’ll do work for cheaper than what I quote. I’m not cheap to hire, but I’m also far from the most expensive.

I hate it when potential clients ask me to do this. I used to give in (and let’s be honest, sometimes give friend discounts when I know I shouldn’t) because I didn’t believe in myself enough and the value I bring.

I’ve adopted a saying:

I don’t negotiate on price, only scope.

This means that if someone can only pay a set amount of money, we can discuss what they can get for that. If they then need to walk away, that’s up to them. I’ll work within their budget, but you also have to set parameters for what they’ll get.

This week’s video is all about negotiating on scope, not price. Never never never negotiate on price, only scope. You’ll see what I mean.

As I said, it’s a private video and you need the password CredoPlus! to access it. Here’s the┬ávideo:

Never Negotiate Price, Only Scope from John Doherty on Vimeo.

Enjoy, and I’d love to hear what questions you have about sales that I can address for you!