August 1, 2018

Success story from reader Michael Spangler

Longtime reader Michael Spangler wrote in to share a recent success (shared with permission):

Hey, Jonathan! I lead my first value conversation today. It was with a RV storage company for high-end RV owners. Their initial budget was between $7200 - $9600. However, by walking through the phases of the value conversation, I was able to shift the conversation to a budget between $10,000 and $40,000. My team and I may not be able to come up with a solution that would provide the ROI necessary to charge $40k, but the main thing - at least in my mind - was that premise of the entire conversation was shifted. Now when we come back with our 3 options, they’ll all be anchored against $40,000 instead of $10,000. I set up the proposal meeting for next Tuesday. I’ll let you know what happens. Thanks! Michael

Congrats, Michael!

Best of luck on the proposal 😎👍

Yours,

—J

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