Free Masterclass · Immediate Access
Five Simple Shifts to Multiply Sales and Profits.
A client says “it’s too expensive” and most sellers reach for a discount. The deal survives. The margin does not. And the next conversation starts from the lower number.
The problem was never the price.
Get Immediate Access — FreeThe Shift
Why Focusing on Selling Is the Worst Way to Sell More.
Here is what I have observed over nearly thirty years, in more than three hundred companies across twenty countries. The harder a seller pushes the sale, the more the client thinks about the price.
Push harder. Meet more resistance. Discount to survive.
So the seller goes looking for a better closing technique — and the closing technique was never the problem. By the time price is on the table, the conversation has already been decided. What decides it is what the client understands about their own situation, long before a number is spoken.
If the need has little value, the solution has little value. If the need has big value, the solution has big value.
That is the shift. Not a script, not pressure, not a clever line at the end. A different conversation from the beginning — one that works because it is honest, which is also why it keeps working after the deal closes.
What You Will Take Away
Seven Things You Can Use in Your Next Conversation.
Not theory to admire. Moves to make — in the meeting you already have on the calendar for this week.
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1
A step-by-step game plan to multiply profits — without adding hours to your week.
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2
Why focusing on selling is the worst way to grow income, and what makes price objections stop showing up in the first place.
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3
How to support an objection instead of fighting it — and let it raise the value of the sale. This works even if you have never enjoyed selling.
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4
How to connect and reach a decision in days instead of months, and lead a negotiation with confidence, without arrogance.
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5
Why the best way to show what something is worth is to stop talking about the product — and what to talk about instead.
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6
Why follow-up, done the usual way, hurts the business — and what leads a client to say yes without being chased.
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7
How to do all of it with total integrity — making friends along the way, and enjoying the work.
Presented by
Fabio Marques
Creator of the Magna Influence Method — the Human Integrity Method, where Leadership Excellence, Sales Excellence and Service Excellence converge.
Author of the bestseller Effective Value Selling and of sales concepts such as Heart Share, CAVAR and PIB Selling. An international consultant and speaker with three decades in sales, hired by more than 300 companies in 20 countries — including Apple, Audi, BASF, Citibank, Merck, Microsoft, Nestlé and Volvo.
Free · Immediate Access
The Next Conversation You Have Is the Right Conversation.
Click below, and the masterclass opens. Watch it at your own pace, and bring one real deal with you — the one that stalled, or the one where price came up too early.
Get Immediate Access — FreeKnowledge itself is not power. Knowledge put into action is power.