We’ve all been there: you quote your price, and a client pushes back with, “That’s too expensive.” Ouch. But here’s the good news—getting more “yeses” doesn’t have to mean lowering your prices.
In our latest RPC MoneyTalks workshop, Katie Mast sat down with Maria Bayer, high-ticket sales strategist and creator of Irresistible Selling. Maria showed us exactly how to flip the script and book bigger, better clients—by focusing on value instead of price.
And let us tell you, her framework is a game-changer. Here are Maria’s four steps to becoming incomparable in your market:
- Understand Your Client’s Problem: Don’t assume you know what your client needs. Every client is unique, so dig deep to uncover their real problem. Maria’s tip? Mirror their language. When you repeat their exact words back to them, they feel heard and confident that you get it.
- Share How You Can Solve It: Once you’ve uncovered their problem, connect it to a story. Share a client success that mirrors their challenge—not to brag, but to help them picture themselves in the same positive outcome. Stories are sticky; they make your solution feel real. Spoiler: Maria’s example is a tear-jerker!
- Focus on Benefits, Not Features: Features are facts; benefits are feelings. Your client doesn’t just want a timeline—they want peace of mind knowing their event will run seamlessly. When you highlight benefits, you stop competing on a checklist and start selling the experience only you can deliver.
- The Secret Ingredient: Emotion: At the end of the day, people make decisions emotionally and justify them logically. Find your client’s “why” and paint a picture of how working with you delivers not just results, but relief, joy, and confidence.
💡 Ready to put this into action?
Grab Maria’s Sales Workbook and start practicing her framework today. It’s designed to help you apply these strategies step-by-step in your own business.
🎥 You can also watch the full replay to soak up every detail (trust us—you’ll want to).
✨ Special Offer!
Maria is offering something extra special: anyone who enrolls in Irresistible Selling by Friday, August 22nd will receive a complimentary strategy call with her. This is your chance to set your sales strategy before diving into the program! Click here to enroll.
And if you loved this session, don’t miss the next Money Talks Webinar—your monthly dose of smart, actionable business strategies for event pros.
