How To Sell Your Services Without Compromising on Price

The Home Service Expert Podcast

Tommy Mello

Business, Management

4.8 • 705 Ratings

🗓️ 15 May 2020

⏱️ 51 minutes

🔗️ Recording | iTunes | RSS

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Summary

Mark Hunter is the bestselling author of High Profit Prospecting and A Mind for Sales. Well-versed in the various areas of sales—from prospecting to maximizing price—Mark utilizes over three decades’ worth of sales leadership experience to help salespeople get into the right mindset and sell more effectively. As a true expert in the field, Mark has been recognized as one of the "Top 50 Most Influential Sales and Marketing Leaders in the World."

In this episode, we talked about sales process strategy, sales management, prospecting, maximizing price...

Transcript

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0:00.7	Well, here's the whole thing.
0:02.4	There's two parts to the pricing equation.
0:05.3	And the biggest one is not the customer.
0:06.8	Biggest one is your own headset.
0:08.5	What's your mind saying?
0:10.0	Because I'll tell you what, I believe that more discounts are given because of the mindset of the salesperson than are given based off the demands of the customer.
0:19.2	Here's the whole thing.
0:19.9	Right.
0:20.2	We pull up to a driveway.
0:21.5	We pull up to a house and we see this Mercedes and we go, oh, wow, well, well, well, well, but we pull up to
0:26.1	this house and we see an old beat up truck or a minivan or something. Oh, well, I can't afford that.
0:31.4	And automatically, we begin assuming what the customer can pay, what the customers will pay. That is so stupid. The customer
0:40.4	will give us the indications as to what they are looking for and what they're willing to pay
0:46.9	based on the questions we create, the value we create, and the confidence in our own mindset.
0:56.9	Welcome to the Home Service Expert,
0:59.4	where each week Tommy chats with world-class entrepreneurs and experts in various fields,
1:04.4	like marketing, sales, hiring, and leadership,
1:07.7	to find out what's really behind their success in business. Now, your host,
1:13.1	the Home Service Millionaire, Tommy Mello.
1:20.5	Welcome back to the Home Service expert, Tommy Mello here, and today I have a special guest.
1:24.7	I met him at a very, very large event, and he was one of the keynote speakers.
1:29.9	His name is Mark Hunter. You guys probably heard of his book, High Profit Prospecting, and he just
	...

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