Impact Pricing Decoding the Emotion and Solution-Driven Sales Approach with Joe Woodard
Joe Woodard's vision is to "transform small businesses through small business advisors." And in the service of that vision he and his team educate, coach, provide resources and build communities for small business advisors, with the overarching goal of empowering them to play a powerful, high-impact advisory role with their clients.
In this episode Joe shares strategies for Infusing feelings and solutions into your pricing models that drive people's buying decisions.
Why you have to check out today’s podcast:
- Find out effective strategies for your sales approach
- Discover effective hiring strategies to find the perfect team and talent that align with your needs
- Understand two foundational pillars of value to be effective in selling your product or service
"Infuse everything we've talked about [sales approach] with feelings and solutions into something the client can consume, easily understand, comprehend, and buy easily."
- Joe Woodard
Topics Covered:
02:51 - From a Quickbooks advisor to hiring and teaching coaches how to coach businesses
05:40 - How this great quote from John Maxwell became a huge inspiration for his upcoming conference
07:28 - Understanding the two foundational pillars of value
09:31 - Methodologies used to maximize product's value proposition
12:06 - Gaining a competitive by catering to both emotional and solution-oriented needs
13:48 - Incorporating emotional intelligence into your sales approach
18:44 - How mimicking good behaviors is effective in selling
19:33 - Understanding the DISC method for hiring people
24:26 - Delegating outcomes, holding individuals accountable using methodologies like OKRs (Objectives and Key Results)
25:58 - Infusing pricing strategies with a combination of emotional resonance
28:47 - Interplay between emotions and problem-solving in both B2B and B2C contexts
30:06 - Joe's best pricing advice
31:51 - What this conference, 'Boldly Go!' is about
Key Takeaways:
"If you're waiting for all risk to go away, you're waiting for all fear to go away, you'll never act. And if you're waiting for perfection, you'll never act. So don't wait on those things. Enter the danger, proceed afraid, fail forward, and then read a lot. That's how I did it." - Joe Woodard
"People will only exchange their hard earned dollars for one of two things, how you make me feel, or how you solve my problem." - Joe Woodard
"It's not about price, it's about nature." - Joe Woodard
People/Resources Mentioned:
- John Maxwell: https://www.maxwellleadership.com
- Michio Kaku: https://en.wikipedia.org/wiki/Michio_Kaku
- Neil deGrasse Tyson: https://neildegrassetyson.com
- Malcolm Gladwell: https://www.gladwellbooks.com/
- Outliers: https://www.amazon.com/Outliers-Story-Success-Malcolm-Gladwell/dp/0316017930
- Positive Intelligence: https://www.amazon.com/s?k=positive+intelligence&language
- Measure What Matters: How Google, Bono, and the Gates Foundation Rock the World with OKRs by John Doerr :https://www.amazon.com/Measure-What-Matters-Google-Foundation/dp/0525536221
- Axe: https://www.axe.com/us/en/home.html
- Red Bull: https://www.redbull.com/ph-en/
Connect with Joe Woodard:
- Website: https://www.woodard.com/
- LinkedIn: https://www.linkedin.com/in/quickbooksadvisor/
Connect with Mark Stiving:
- Email: mark@impactpricing.com
- LinkedIn: https://www.linkedin.com/in/stiving/