Impact Pricing

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 competitor. As far as your concerned competition doesn't even exist.  When you can recognize that a buyer is going to buy from you without having looked at competitive alternatives, let me assure you, that buyer is not price sensitive. They're looking at, "Ooh, I've got to get this problem solved." They're not out spending their time trying to figure out, where do I get the best bang for the buck? That doesn't mean that we're going to gouge them, but it surely means that we don't have to give them deep discounts.  How do you kn