We all have prices we charge.
Our salary.
A product we sell.
A service we offer.
Often, conversations about pricing are challenging.
We question if we are charging too much…. or too little….and often go in with uncertainty.
Cathy Heller shifted this perspective on sales in a recent podcast episode.
She provided this advice:
“Think about pricing as charging.
Describe how what you are offering charges them up.
People are drawn to energy.
Provide energy and sustain the possibility for them.
Charge them up!“
– Cathy Heller
My Perspective
What I really connected with here is the energy.
Yes, we are charging a price, but we also have the capacity to infuse a charge of energy.
Charging up the project.
Charging up the team.
Charging up a vision for what is possible.
When thinking about the benefit they will get from the price, perspective shifts.
The energy of uncertainty is replaced by the energy of possibility.
Your Turn
What do you think of this concept?
Would you be more comfortable with money conversation if you focused on energy instead?
How could you apply this concept in your life?