Category : Sales

Episode 124 – Don Cooper – Pricing / audio


Don Cooper (@DonCooper on twitter) joins host Craig Price to discuss pricing. Figuring out how much to charge, when to increase or decrease fees or even when to discount fees can be a challenge for many. Often, in a services environment where competitors fees are rarely publicized, it can be difficult to balance getting what you are worth with what customers are willing to pay. Often people judge you by your price. Too low and you must not be worth the money, too high and you’re out of their budgets. Don helps Craig navigate through the maze and offers great tips on why you shouldn’t discount your fees, should you be the best bargain in an industry or should your fee reflect your expertise and results.  The two also talk about the emotional side of increasing fees. It can be a scary proposition for many who don’t want to price themselves out of their market. If you are a professional speaker, this is a great listen!

Don Cooper can be found at the self titled


Episode 84 – Michael Krause – Sales Prospecting / audio

Sales Prospecting

Michael Krause (@SalesSense on Twitter) talks to host Craig Price about sales prospecting. It’s no secret that to make sales you need to find people who will buy from you. But who do you contact? How often? When does it cross the line from persistence to the awkward unwanted advances of a stalker? Michael has made it easy with his book “Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls“. Michael set out a process with Craig on “touch” frequency since prospecting isn’t just calling on the phone, but could be direct mail, email, passenger pigeon (if you have the budget)…pretty much any way you can get your service or product in front of potential buyers. And while sales prospecting can be a numbers game, Michael really gets to the heart of the issue when he talks about following up, something most people don’t do or do poorly. They also talk about how too many sales prospectors ruin the experience for your potential buyers and what you need to build trust. If you’re a new or even an experienced sales person, this podcast has something for you.

Michael can be found at his professional website


Episode 37 – Janine Iannarelli – Corporate Aviation / audio

Episode 37 - Janine Iannarelli - Corporate Aviation

Janine Iannarelli of Par Avion sets Craig straight on buying and selling corporate aircraft. No, Craig isn’t in the market, but after listening to him rant about is lack of faith in the TSA, the rude passengers and overbooked flights, you might want to give him one just to shut him up! Janine explains why you shouldn’t look at corporate jets as luxury items when they really do enhance productivity and why the corporate jet tax is just politics.

Janine’s aviation consultancy can be found at


Episode 30 – Shawn Doyle – Sales / audio

Episode 30 - Shawn Doyle - Sales

Shawn Doyle, sales expert from New Light Learning and Development, sits down with a frustrated Craig as they talk sales. Shawn tries to get Craig over his disdain for sales, all while trying to sell Craig’s own book to him! They touch on prospecting, NASCAR, following-up and why you need to know so much before you even make a sales call.

Shawn can be found on twitter @Motiv8er as well as his website Also look for his new book The Soul Survivor in stores now!


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