In this episode, we have the pleasure of exploring the transformative power of pricing strategy and communication with expert guest Casey Brown. We dive into how reframing limiting beliefs, developing a confident mindset, and mastering value-based conversations can help us command the prices we truly deserve. Through practical examples and actionable advice, we uncover strategies to move from being seen as peddlers to respected peers, all while building trust and maximizing our impact in any negotiation.

Timestamps:

• (00:06) - Michael introduces guest Casey Brown, pricing expert and author.
• (04:25) - Casey explains limiting beliefs in pricing and their impact.
• (06:53) - Confidence and mindset as the foundation for successful pricing.
• (08:27) - The importance of comfort discussing money in sales.
• (11:52) - Reframing beliefs about being liked vs. being respected.
• (14:21) - “Peer or peddler” concept in sales conversations.
• (17:07) - Communicating value in the customer’s language.
• (19:39) - Role-playing to build pricing and negotiation confidence.
• (23:20) - The role of muscle memory and speaking out loud in preparation.
• (24:53) - Main steps to getting paid what you’re worth.
• (26:38) - The critical role of context in pricing conversations.
• (28:17) - Avoiding unnecessary discounting and fear-based concessions.
• (30:28) - Recap: understand value, communicate well, don’t self-sabotage.
• (34:30) - How to handle questions about price during sales.
• (39:23) - Power of asking questions and curiosity in negotiation.
• (44:44) - Casting customers into an imagined future with questions.
• (48:06) - Acting as a trusted advisor and guide for clients.
• (50:46) - Coaching sales teams on the importance of listening.
• (53:20) - Preparation as the key to effective listening under stress.
• (57:27) - Creating stillness to access creativity and great questions.

Links and Resources:

• Casey Brown | LinkedIn
• Casey Brown | Speaker, Author & Pricing Expert
• Boost Pricing from Casey Brown - Discover your true pricing power
• Fearless Pricing: Ignite Your Team, Own Your Value, and Command What You Deserve

Sponsor Links:

• InQuasive: http://www.inquasive.com/
• Humintell: Body Language - Reading People - Humintell
• Enter Code INQUASIVE25 for 25% discount on your online training purchase.
• International Association of Interviewers: Home (certifiedinterviewer.com)

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