In Building Value

 

Donald Kelly, Sales from the Street, TSEFirst off, the TSE Hustler’s League is coming on September 28. We will be having two groups. One is focused more on the business growth success plans and the other group is focused on building value and how you can take that to the next level.

Back to our episode today, I’m sharing my experience and how it has changed the way I’ve done business and continue to do business.

Overcoming the Fear of Rejection

Early on in me sales career, I was so scared of being rejected. I was afraid of getting a no. I was afraid of stating the price. I had all these fears that held me back from performing. Then I realized I didn’t value my price and what I had to offer so all I was just getting were a lot of small deals. Then I got into an agreement with a client that increased by 130%!

Strategies I implemented to overcome this challenge.

1. Offer education.

I recognized some issues internally that if they could solve it could help them even more successful. They hosted this conference and I noticed there wasn’t anyone doing any introduction in the room. And a lot of the speakers they had at past events would just do their job and then leave. They didn’t stick around. I, on the other hand, did more than what I had to do. I shared with some insights. And this helped me to be able to ask for more.

2. Perceived value

Come second opportunity, I was able to charge more. That’s because I shared with them some perceived value, which are things they can do to create a more enriched experience for their guests. I gave value so they wanted to pay more.

Instead of just trying to get a deal and just get something checked off, recognize any room for growth. Recognize some opportunity to build on value. Educate them and give them tips that make sense or difficult for them to implement. And things they could right away.

3. Be a problem-finder.

Look for the challenges or some of the holes in their processes or business and find problems you can help them solve. Help them to realize some quick wins.

Episode Resources:

Star Wars: Bloodline by Claudia Gray

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