Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price.

Show Notes

Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer).

As a customer-focused seller, you’re not changing the conversation from price to avoid what the customer wants to discuss, rather, you’re helping the customer get out of their own way.

Keeping it simple is not always the best path. Help your customers understand the complexity of their needs.

Ask the right questions to help shift the customer’s focus from short term to long term—from sacrifice to outcomes. 

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