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How to Sell Outcomes, Not Services: Robin Waite
The Emotional Secret to Better Sales Conversations
Why Raising Your Prices Could Be the Fastest Way to Grow Your Business
Episode 252 (Robin is based in the UK)
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In this conversation, we explore:
Why so many business owners undercharge—and how to fix it
How fear of rejection limits pricing and profitability
The fastest path to growing your business (hint: it’s not more marketing)
What it really means to sell results instead of services
How to confidently handle pricing conversations
The emotional dynamics of selling and buying
Why shouting into the void (aka social media) doesn’t work
The five stages of market awareness every buyer goes through
How to identify client pain points and use them in messaging
How to build a business model that’s both sustainable and scalable
-----
About our guest, Robin Waite:
Robin is founder of Fearless Business and author of "Take Your Shot" a guide to grow your business, attract more clients ad make more money.
He has surfed 12 foot waves in Morocco and ridden his bicycle downhill at 52.5 mph.
You can get your free hard copy of his book at https://www.fearless.biz/tys
-----
Key Learning Points
Raising prices is often the fastest path to growth
Most businesses undercharge and oversell features instead of outcomes
Emotional resonance is essential in sales conversations
Fear of rejection holds back price increases
Sales and pricing confidence grows through practice
Prospects go through five stages of awareness – don’t rush the sale
Your messaging should speak more about the client than yourself
Identify and speak to client pain points clearly
Marketing is more effective when it follows structure, not desperation
It’s crucial to communicate the ROI in client terms – money, time, or fulfillment
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.
Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
View all episodes
By George Torok
5
1414 ratings
The Emotional Secret to Better Sales Conversations
Why Raising Your Prices Could Be the Fastest Way to Grow Your Business
Episode 252 (Robin is based in the UK)
-----
In this conversation, we explore:
Why so many business owners undercharge—and how to fix it
How fear of rejection limits pricing and profitability
The fastest path to growing your business (hint: it’s not more marketing)
What it really means to sell results instead of services
How to confidently handle pricing conversations
The emotional dynamics of selling and buying
Why shouting into the void (aka social media) doesn’t work
The five stages of market awareness every buyer goes through
How to identify client pain points and use them in messaging
How to build a business model that’s both sustainable and scalable
-----
About our guest, Robin Waite:
Robin is founder of Fearless Business and author of "Take Your Shot" a guide to grow your business, attract more clients ad make more money.
He has surfed 12 foot waves in Morocco and ridden his bicycle downhill at 52.5 mph.
You can get your free hard copy of his book at https://www.fearless.biz/tys
-----
Key Learning Points
Raising prices is often the fastest path to growth
Most businesses undercharge and oversell features instead of outcomes
Emotional resonance is essential in sales conversations
Fear of rejection holds back price increases
Sales and pricing confidence grows through practice
Prospects go through five stages of awareness – don’t rush the sale
Your messaging should speak more about the client than yourself
Identify and speak to client pain points clearly
Marketing is more effective when it follows structure, not desperation
It’s crucial to communicate the ROI in client terms – money, time, or fulfillment
-----
----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.
Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
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