What do you mean when you say value? How do you convey the value of your services to prospects in a way that justifies your price and expresses why you think they should hire you? When you learn how to communicate value in a way that means something to your prospects, you can command higher prices. In our Shin-Fu Sales process, we call this uncovering the motive. In this episode, Tom breaks down the principles of creating value and how to know if somebody sees value in you and your company. He gives a 30,000-foot view of The Motive step in our sales process. ? COMING SOON! Our Shin-Fu Sales Training course is a proven sales process successful contractors use to close high-profit deals while protecting their time from tire kickers. Grab our FREE Guide to Spotting Cheap Prospects AND be the first to know when this powerful Shin-Fu training drops. Grab the guide here: https://thecontractorfight.com/cheap   Conversation Highlights: [00:00] - Intro — Value creation [00:36] - What it really means to create value [01:41] - The keys to creating value [02:50] - Uncovering the motive  [06:14] - Effective questioning technique [07:37] - Closing remarks    Resources:    ? Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap    == Join us in BATTLEGROUND == Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground    == Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook    == Grab the Gear == https://gear.thecontractorfight.com/    == Find Us on Social Media == YouTube: https://www.youtube.com/c/TomReber  Instagram: https://thecontractorfight.com/ig    == Rate the Podcast == Help your fellow contractors find the podcast! Please leave a rating/review!  Apple Podcasts   Spotify