It’s an all-too-common sales tactic to reduce your price to drive more sales. However, it can be easy to reduce our worth far below the time, energy, and thought it takes to provide the service we have. In today’s episode of The Sales Evangelist, Donald is joined by professional sales coach Steve Brossman to uncover his secrets to creating sales without lowering your worth.
The three levels of influence:
- Imposed: Present and pitch information to the client to make an informed buying decision
- Collaborative – When the client is involved, they invest to co-create a solution.
- Self-influence – With the right connections and collaboration, the buyer knows you’ll deliver more than whatever money you charge.
Shift your sales mentality:
- Instead of portraying selling as taking from buyers; shift your perspective. Instead, think of it as giving greater value than what they’re willing to invest.
- Create information and relationships through your videos, content, and messages to potential buyers.
- Come with high energy. Build the buying energy, not just the sharing of information.
Steve’s four-letter framework to sell anything:
- D – Data, demonstrate, and deliver information.
- N – Narrative. Use a narrative to frame the solution, whether it’s a quick story about how you’ve used it or a case study.
- Q – Quantifiable results. Those results are significantly greater than the investment to deliver
- C – Confirm and continue with the sale.
Steve’s major takeaway? Collaborate, don’t convince. You’ll never win the sale with just a pitch and close; it takes collaboration, research, and work to make the close. For more information and content from Steve, email him at firstname.lastname@example.org. For TSE listeners, Steve is also offering a free back pocket guide (How to Sell Yourself Without Selling Your Soul), available at stevebrossman.com/bpg.
This episode is brought to you in part by Skipio.
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This episode is brought to you in part by the Outbound 2022 Sales Conference.
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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.