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Jonathan Stark
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Learn Your Lines: What To Say When Clients Put You On The Spot Kindle Edition

by Jonathan Stark (Author) Format: Kindle Edition
4.6 out of 5 stars 128 ratings

Tired of Fumbling When Clients Ask Tough Questions? Learn Exactly What To Say!

We've all been there - a promising sales call takes an awkward turn when the prospect asks, "So, what's your hourly rate?" or "Can we get a discount?" Before you know it, you're hemming and hawing on the phone, wondering what to say next.

In his book "Learn Your Lines," consultant and expert sales pro Jonathan Stark saves you from embarrassing sales call blunders by arming you with specific, proven dialogues to handle even the toughest client questions with confidence and tact.

Learn how to:

  • Politely dismiss requests for hourly billing rates
  • Uncover a client's true motivations before talking details
  • Deflect arbitrary project deadlines that set you up for failure
  • Stand firm on pricing while being flexible on terms
  • Push back on discount demands without ruining the sale
  • Shift the conversation when you lack experience in their niche

Whether brand new to sales or a seasoned veteran, this practical handbook equips you with battle-tested responses so you always sound polished, professional, and worthy of your fees on client sales calls. Pick up this invaluable guide today and stop stressing about being put on the spot - learn your lines and close more deals!

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  1. Print length
    74 pages
  2. Language
    English
  3. Accessibility
    Learn more
  4. Publication date
    19 January 2024
  5. File size
    1.8 MB
  6. Page Flip
    Enabled
  7. Word Wise
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  8. Enhanced typesetting
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  1. The purpose of this meeting is to find out why the client wants someone like you to do a project like this at this point in time.
    Highlighted by 97 Kindle readers
  2. “I’ll give you a fixed price for the entire project. That way, you’ll know, prior to making a purchasing decision, exactly how much it’s going to cost you. Is that acceptable?”
    Highlighted by 76 Kindle readers
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Product details

  • ASIN ‏ : ‎ B0CSWY9LJM
  • Accessibility ‏ : ‎ Learn more
  • Publication date ‏ : ‎ 19 January 2024
  • Edition ‏ : ‎ 2nd
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 1.8 MB
  • Simultaneous device usage ‏ : ‎ Unlimited
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Not Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 74 pages
  • Page Flip ‏ : ‎ Enabled
  • Customer Reviews:
    4.6 out of 5 stars 128 ratings

About the author

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Jonathan Stark

Jonathan Stark

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Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.

Customer reviews

4.6 out of 5 stars
128 global ratings

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Top reviews from Australia

  • Jay
    5.0 out of 5 stars Essential Reading for Client-Facing Professionals!
    Reviewed in Australia on 31 October 2024
    Format: KindleVerified Purchase
    A must-have resource for anyone who works with clients and wants to handle challenging questions with confidence and grace. This book is packed with practical scripts and strategies that feel both genuine and professional, covering everything from difficult pricing discussions to handling unexpected demands.
    One person found this helpful
    Helpful
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  • Robert Scanlon
    5.0 out of 5 stars Perfect comebacks!
    Reviewed in Australia on 16 June 2024
    Format: KindleVerified Purchase
    Very smart idea to rehearse these tactics. Love the way the author gets to the point quickly - demonstrating how this works in real time! Great book, thanks!
    Helpful
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  • Rachael
    5.0 out of 5 stars Essential reading for anyone working with clients
    Reviewed in Australia on 26 January 2024
    Format: KindleVerified Purchase
    This book is 66 pages of gold - wish I'd discovered it 3 years ago when I first started my business.
    One person found this helpful
    Helpful
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  • Kindle Customer
    5.0 out of 5 stars This book made some great ideas click.
    Reviewed in Australia on 8 February 2024
    Format: Paperback
    I've bought some of Jonathan's other books and heard ideas like 'The Why Conversation' and letting people brain dump, but I wasn't quite doing it. Because I guess it didn't really seem quite right from how I understood it.
    This book gives an insight into the reasoning behind it and they finally clicked. 'Oh that's why I should shut my mouth and stop trying to prove I'm smart by offering solutions early in the sales conversation.'
    A little embarrassing honestly, but I actually feel like I can use the tools now, and I'm excited to.
    Helpful
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  • Michael
    2.0 out of 5 stars Lost me with the "IT" BS scenarios & Typos!
    Reviewed in Australia on 4 June 2024
    Format: KindleVerified Purchase
    Being a Tradesman, you lost me with your IT references & SPELLING MISTAKES & Typos!
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Top reviews from other countries

  • Paul Mitchell
    5.0 out of 5 stars A Lot of Value For Such a Quick Read!
    Reviewed in the United States on 24 January 2024
    Format: KindleVerified Purchase
    I've been following the author's content on LinkedIn for some time, so when I found it priced for free on Kindle, I downloaded it immediately.
    Then, with a few minutes to kill waiting for a progress bar, I read it.
    There's a lot of value here!
    How to get paid in advance.
    How not to commit to unwise deadlines.
    How to say no to discount requests.
    And much more.
    Very straightforward, no frills, no wading through filler. Just the benefit of the author's experience.
    Definitely worth the time!
    Report
  • Kindle Customer
    5.0 out of 5 stars Very good negotiation advice
    Reviewed in Brazil on 3 April 2024
    Format: KindleVerified Purchase
    For people who work on closing deals, this is the way to close the ideal like you should, and not creating problems down the road.
    Report
  • Jack
    5.0 out of 5 stars Incredibly helpful summary of best practices for common client conversations
    Reviewed in Canada on 25 January 2024
    Format: KindleVerified Purchase
    I enjoy Jonathan's work and this book is no different. Setting up my niche consulting business would be 1000x harder if I was not pursuing the best practices in value pricing and client management that Jonathan has been the gateway to for me. The lines in this book will be of great assistance to anyone like myself who understands "why" these strategies are valuable, but is unsure of a credible and professional way to speak them into being.
    Report
  • J. Macpherson
    5.0 out of 5 stars Chock full of gold
    Reviewed in the United Kingdom on 27 June 2024
    Format: KindleVerified Purchase
    One of the best hours you can spend on your business. For the price of nada. Just off to reread again now.
    Report
  • davemance
    5.0 out of 5 stars Indispensable advice
    Reviewed in the United Kingdom on 26 January 2024
    Format: KindleVerified Purchase
    Simple but fantastic principles for making client calls way more profitable and also less scary. His 'Three Whys' are so simple but completely transformed how I handle the selling process.
    Report

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