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Value and Tension: Strike the Right Balance

Guest post by: Lisa Sasevich

Article Overview: It All Starts with Value You may be the most polished presenter or the most charismatic teacher on the planet, but if you are not giving people what they need so that they can make the choice to buy what you have to offer, your Million-Dollar

Value and Tension: Strike the Right Balance

I tell the story in The Invisible Close about discovering that my high sales conversion rate was my Million-Dollar Value, the highest offering that I can teach to others. And if you were on the recent call I did with Kevin Nations, you heard him say that finding your unique gift that heals others' pain is crucial for reaching your higher income goals.

It All Starts with Value

You may be the most polished presenter or the most charismatic teacher on the planet, but if you are not giving people what they need so that they can make the choice to buy what you have to offer, your Million-Dollar Value is not available in the world...and that costs everyone!

You can't fake value. You have to believe in your offering. Kevin said your offering should be something that others wake up thinking about, something that people really need. So that when you share it, you know its benefit. You know you're sincerely going to help everyone who was drawn to listen to you, but especially those who buy. For example, we don't lay awake thinking, "I need seven steps to financial freedom." We think..."I need a way to keep my house in this market!" In that example, showing people how to save their house would be your true offer.

Be Generous

Sometimes presenters are concerned about "giving away the store," providing so much value that there's no reason for people to buy any continuing education or service from you. I love what Kevin said about that during our interview: when you give valuable information freely, people are always convinced there's a lot more. So, the more you give, the more people want. That's not to say that you should give everything away, but the energy of coming from a clenched position of hoarding and scarcity invites the same in your audience.

Keep service in mind. If you come from a place of service, you're always on the right track when it comes to value. Give freely and allow abundance to come freely to you.

Don't Tame the Tension!

Value is half of the equation. One secret of my success is my ability to provide great value while presenting information in a way that creates a great deal of tension in the audience. Tension is the key ingredient to move someone from the space of "It would be nice to have that" to "I need that now!"

Now, some of you may be getting nervous. You don't want to be "salesy." You don't want to pressure people. This is an important distinction: pressure is applied externally; tension happens internally for people from listening to what you're offering.

The difference between pressure and tension is so critical to your success that I'm going to devote the next SALES NUGGET to exploring it. Until then, spend some time deciding if your offers meet the high bar that Kevin and I have set. And if not, re-imagine them. Remember, the more you give people what they really need, the more richly you will be rewarded.

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Article Tags: balance, selling, striking value



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