This week we celebrate episode 100 of the podcast! I want to extend a personal thank you to everyone who’s supported the show by leaving a review and sharing the podcast with their friends and family. When I first started the show a few years ago, I wasn’t sure I’d get to episode ten, let alone 100. But here we are, 100 episodes later. It’s because of listeners like you the show is a success.
Today, I discuss the concept of “hyper value”, an approach I developed to help my clients sell based on value versus price. It’s a concept that, at its foundation, is based on a mutual understanding between a buyer and a seller of the problems that exist and the level of commitment to solve those problems. I break down the process using a Same Side Selling technique that visually plots out the inflection points on a graph. And I discuss the key questions to ask to determine impact and importance.
On this special episode, I also share something exciting that we’ve been working on behind the scenes. It’s an online community that will give top-performing business owners the support and resources necessary to take their sales results to the next level.
For years, clients have asked me if there’s a place they can go to learn all the subtleties and “Jedi” sales techniques that will help them better serve their clients. And after a long wait, I am finally ready to roll out details of our brand new Same Side Selling Academy. I know you’re going to love it.
So tune into this special 100th episode of the Grow My Revenue podcast!
Listen to this episode and discover:
- What “hyper value” is and how it can explode your sales.
- How to understand the inflection points in a sales conversation.
- How to determine if there is mutual understanding between buyer and customer.
- Why patience in the sales process is a virtue.
- And so much more…
Recently, I was was talking to my friend and former guest Neen James about ways to effectively present key ideas and information. We were discussing it because, over the years, clients have complained to me that no matter how many conversations they have with their customers, the number one objection they hear is: it’s too expensive. They want to know how to sell based on value, not price.
In Same Side Selling, I talk a lot about showing clients the value of your solution. In this episode, I also talk about how to determine what problems your clients are trying to solve, what the consequences are of not solving those problems, and how important it is (relative to the other things on your customer’s plate) to solving those problems. Finally, I talk about developing a mutual understanding of the results your customer will get from working with you.
Focusing on “impact and results” leads to selling based on extraordinary value.
Today, you’ll learn:
- What the “no-fly zone” is and why you should never go there with a client.
- How to know whether there is mutual understanding of a problem, and the urgency to solve it.
- The real reasons why customers don’t buy.
- The exciting details of our new Same Side Selling Academy.
When you listen in, you’ll hear the kinds of questions to ask that will help you determine hyper value. And you’ll also hear details of our new online resource on this edition of Grow My Revenue.
Also Sponsored By:
Check out John Ruhlin’s new book Giftology. John is a brilliant guy, and his book is sure to be an instant bestseller.
What’s On Your Mind
As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.