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TSE 309: Sales From The Street: “Sell Value”
Today’s guest is Ted Ryce, a health and fitness professional for the past 17 years in Miami Beach, Florida. He has worked with tons of celebrities, CEOs, multi-million dollar companies and personalities like Richard Branson and Robert Downey, Jr. He now has a podcast called Legendary Life Podcast, a health, fitness, and personal development podcast.
Ted figured out early on that he actually is a salesperson. Sales never came easy for him and so today, he shares with us the challenges he faced and how he overcame them so you too can learn from his experience.
Here are the highlights of my conversation with Ted:
Ted’s major challenges:
- Hitting the plateau of not getting any more clients
- Underselling himself
Strategies to overcome these challenges:
- Differentiate yourself.
Have a reason for charging more, not coming from a place of being awesome but in a way the prospect can understand.
- Sell what the client specifically wants.
Don’t sell yourself or what you want to sell. Sell exactly what the client wants. Match what you do with what someone else does. When you sell the value in the right way, price no longer becomes an issue.
- Find a way to get your message out there to reach more people.
This is a great way of selling yourself without selling yourself. Go out there and do more presentations. Do a podcast. Eventually, they will look at you as a leader in your industry.
Ted’s Major Takeaway:
Take things step by step. Stay at it. Take lessons and courses. Listen to podcasts. Stay on course to make consistent improvements. In 3-6 months time, you’re going to see major changes. Stay consistent, keep at it, and don’t give up.
Episode Resources:
Connect with Ted on Legendary Life Podcast and check out their Be the Change group to help support you in whatever goal you have.
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TSE 032: How Value Base Pricing Increased Kirk’s Revenue By 79%!!!
Value base pricing is a revolutionary idea where sellers are able to price their product or service, based on the buyers perceived value. Kirk Bowman is a very successful entrepreneur who has mastered this principle and adopted it in his organization. Over the space of two years; Kirk saw a 79% increase in revenue. This concept will aid any seller and business owners as they grow their business.
Here are some of the take aways from our discussion:
- Value is subjective based on the prospects/clients and this is why it is so important to understand their individual need.
- The only way to truly gage prospects/clients perceived value is to ask the appropriate questions. Here are some of Kirk’s favorites:
- Why are you doing this project now as oppose to 6 months ago or 6 month from now?
- What’s going to happen if you don’t do this project?
- If money were not an object, what would the success of this project look like? Describe it to me?
- Create a list of questions you can turn to when speaking with prospects/clients. This should not be a script, but a tool to help you know some of the key questions that should be brought up in the conversation, to better extract the true value from the prospect/client.
- Kirk also emphasized the importance of building relationships with prospects/clients. This will help them to feel comfortable enough to share with you their true concerns. This is also very important as you try to help them understand the true value for themselves.
Come and listen to more great tips from Kirk. Simply click play below or check us out on iTunes or Stitcher.
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