Learn Your Lines: What To Say When Clients Put You On The Spot

by Jonathan Stark

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

Politely dismiss requests for hourly billing ratesUncover a client's true motivations before talking detailsDeflect arbitrary project deadlines that set you up for failureStand firm on pricing while being flexible on termsPush back on discount demands without ruining the saleShift the conversation when you lack experience in their nicheWhether 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!

Genres: Business, Nonfiction

74 pages, Kindle Edition

Published January 19, 2024

About the author

Librarian Note: There is more than one author in the Goodreads database with this name.

Jonathan Stark is a mobile and web application consultant who the Wall Street Journal has called an expert on publishing desktop data to the web. He has written two books on web application programming, is a tech editor for both php|architect and Advisor magazines, and is quoted in the media on internet and mobile lifestyle trends. Jonathan began his programming career more than 20 years ago on a Tandy TRS-80 and still thinks Zork was a sweet game.

Reviews

[Joel · Rating 5 out of 5]

I downloaded this with an intention to read it at a future time. But after getting pulled in, I read the whole book in a single sitting. It's short, focused and something I plan on using on my next sales call. Great advice!

[Eric Nehrlich · Rating 3 out of 5]

If you have read Stark's content online, there won't be much new here for you. But it's helpful to have scripts to answer common questions about pricing and the reasoning behind those words. Plus it's short (66 pages on Kindle) and cheap (I got it for free!).

[Lauren Petrullo · Rating 3 out of 5]

It was good. It was fair.

I got what I needed and wanted. It felt more like a white paper. I’ve put quite a few highlights in the book.

It’s one to reference during situations and it’s a quick read so maybe a good one to have on standby to pull from.

[John Macpherson · Rating 5 out of 5]

Chock full of gold

One of the best hours you can spend on your business. For the price of nada. Just off to reread again now.

[Mark E. · Rating 5 out of 5]

Value packed info on that everyone who deals with clients should read.

70 ish pages that are easy to read, can be done in a few hours.

Thanks Jonathan Stark, outstanding value.

[Samuel Taggart · Rating 4 out of 5]

short and to the point.
good advice.

[Leonardo Andreucci · Rating 5 out of 5]

Quick read and very useful and actionable advice that you can start using right away.

[Josh · Rating 5 out of 5]

Learn Your Lines

This is a condensed series of "lines" you can use when talking to clients that Jonathan Stark has found to be effective.

The Why Conversation is something I've used and appreciated for some time and this book gives you the basics of how to do it.