What do you mean when you say value? How do you convey the value of your services to prospects in a way that justifies your price and expresses why you think they should hire you?
When you learn how to communicate value in a way that means something to your prospects, you can command higher prices. In our Shin-Fu Sales process, we call this uncovering the motive.
In this episode, Tom breaks down the principles of creating value and how to know if somebody sees value in you and your company. He gives a 30,000-foot view of The Motive step in our sales process.
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