Paul shares three tips to redefine value in tough times.

Show Notes:

“During moments of scarcity and tough times, people focus more on what they give up versus gain.”

“In good times or in bad times, buyers still want value. That should give you hope.”

The utility of your solution doesn’t change, but the impact of your solution does. The impact of your solution should align with your prospect’s definition of value.

During tough times, people want tangible value. Dollarize the impact your solution has on the customer.

Buyers will pay more if you can reduce the worry factor.

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