Now, what is a value conversation and what makes people so reluctant to have one, do you think?

Well, a value conversation is one in which it's a journey that you and the client have to determine where a client sees value, where they see where their anxieties, their hopes, their dreams, their fears are, and what the value of better outcomes are.

Um, that's really in a nutshell what a value conversation is.

So you're trying to get at not only the value they see in the tangible in the delivery, but what that, um, tangible will do for them.

What, what, what intangibles will it create for them? Status.

Certainly maybe more money, but what will they do with that money? How do they reinvest those savings maybe that you've created for them? And how will that get them ahead? And what's the purpose of that? How will it change their family life? You see, when you start asking questions like this, you really get at where clients see value.

And please, I'm sure there's some folks thinking, well, my clients are corporate.

Is that what's really happening? Is there something that needs to change about our approach to kind of almost invalidate that situation?

The reality is, in any given Thursday afternoon, after being blown off by some ghosted and maybe a deal's gone south or you've had some really rough morning of prospecting, it... becomes or maybe maybe someone is just you know ground you down on price and and it's just one of those days it becomes challenging i think i'll just speak for myself at that point it becomes challenging to have a generosity mindset doesn't it i mean at that point you're just like in a survival mode and i'm curious um you know what are what are some things we can do maybe things you do in the middle of a a day that doesn't seem to be going quite so well you're not feeling quite so generous to reframe things and and maybe get back on track

well one of the things that i do And one of the things I counsel my clients that I work with and most of the clients I work with are expertise service providers.

So they sell their expertise and knowledge and experience and what have you.

And when I start working with them, one of the things that I do is round up all their testimonials and reviews and.

show them where clients see value in them that they didn't see themselves.

And just these are the client words, right? Yeah.

Hey, you know, Larry's got such a listing presence to him.

What are some other areas or ways our friends can be generous in their profession of sales?

At first glance, generosity and higher prices seem like, you know, competing ideas there, right? So how do those two concepts actually work together?

Yeah.

Well, thank you for that, and you're right.

It's seems counterintuitive, and I alluded to it a little bit earlier.

So if we can think about generosity as not giving everything away, I don't mean anything like that at all.

Generosity is getting out of our own heads and getting into the heads of others and looking to serve others first and to serve them from a perspective of curiosity about what their hopes, needs, wants, desires, fears are.

And when we do that, when we have those conversations with people and really dig in, I mean, what would these changes, uh, mean for your life? What kind of peace of mind would you have? Uh, what would it mean for your family? I mean, when you ask these questions, you really get a sense of where clients see value.

So John, if our listeners could take one action this week to better position themselves financially, professionally, or personally for the future with regard to what they want to leave their family, what would you encourage them to do?

So what, what would you like to add to that job?

Yeah, there's nobody that is exactly like you are.

If you think they are, you're selling yourself short and you're turning yourself into a commodity when that's often what you complain about, right? It's being termed a commodity and you're doing it to yourself if you feel that way.

You know, one of the things that I have people say to me is this book sounds like, particularly when they read the chapter that explains the generosity mindset.

Well, this sounds like Bob Berg in The Go-Giver.

Well, and he's a very well-known author, tremendous individual, has changed countless lives.

You know, he's really an idol of mine.

big question.

What are those mindsets that hold people back?

Yeah.

So let's, let's...

What about the mindset of inadequacy? I'm just not good enough, you know.

Um, the mindset of comparison.

Uh, wow, um, I'm just not gonna be anything like Keith is, you know.

Um, or what, what, what other person that we've got in our, in our sights as somebody we look up to, right? Um, I'm never gonna be that kind of person.

And, and so, so once you get through the mindset piece and you've kind of come to grips with that, how do you help people that you work with redefine their value?

And it's like, where do you start?

Yeah, that's a great question.

Where I start with is don't start with the price.

Let's start with what clients say about you.

I mean, one of the things that I start with is I pull reviews and testimonials.

And let's look at what clients say about you.

And what they say are a lot of things that they point to.

And that's where you're turning the tables and saying, hey, you look at it from their point of view in terms of would they feel that hiring you would be worth X number of dollars?