Channel Your Inner Paul Harvey - 3 Strategies To Ensure You Never Lose On Price
Meridith Elliott Powell, CSP, CPAE
Helping Leaders Turn Uncertainty Into Opportunity | Thought Leader in Thriving Through Change | Hall of Fame Speaker & Award-Winning Author
For any of us old enough to remember, The Paul Harvey show, was a must listen to radio program heard round the globe on a daily basis.?Full of interesting facts and tidbits, the best part of the show was arguably the last segment, where he shared an engaging story, and left us dangling with the familiar phrase “the rest of the story.” For those of you who forget, or others who are far too young to remember,?the phrase was a “teaser” a way to get you to stay tuned (during the commercial) for when he would share the story behind the story.
Well, while Paul Harvey may be a little dated, his message certainly is not. If you want to succeed, if you want to close more sales, and if you want to quit losing prospects due to price, you need to channel your inner Paul Harvey. In other words you need to make sure you are telling the “rest of the story.”
If your customers are leaving you due to price if it because they believe price is all you have to offer. If your prospects are choosing your competitors over you, it is because they believe that price is all you are selling. If you want to never lose on price again, then you need to start selling risk and value, and stop selling price.
You have to understand what your customers and prospects gain from doing business with you, and what they would lose if they chose to do business with someone else. Let me give you an example,?a few years back, I was hired by a CEO of an accounting software company located in the Southeast. Their clients were small manufacturers through the United States and Canada. For years, the company had experienced consistent growth, and healthy bottom line; then 2008 hit, and everything started to change. Competition increased, sales calls got more challenging to make, and clients became more price sensitive. Ready to learn more
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3 年I remember Paul Harvey! My grandmother used to listen to him every day. Here's what I remember: "Hello Americans, this is Paul Harvey...stand by for news! (pause for advertisement). I know Meridith Elliott Powell... It's true and speaking of true...True Value Hardware for you and your family."
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3 年Meridith Elliott Powell THRIVE is a great book so far. I am halfway through. I will keep you posted.
Keynote Speaker & Executive Coach | Negotiation + Confidence Expert | Thank You; It’s True.? Stop questioning your worth. Start cashing in. | Helping Women Own Their Ask? | Fortune 500 & TEDx Speaker | LinkedIn Top Voice
3 年Meridith Elliott Powell, you are ALWAYS delivering valuable content. Thank you for making it easy to level up.