Dov Baron is president and chief facilitator of Authentic Paragon Alliance, which is a business leadership consulting firm. The company assists leaders in discovering the invisible factors that activate an organization’s “success DNA” to generate “fierce loyalty” from their teams and their customers, according to Baron.
(Photo courtesy of Dov Baron)
Baron has been speaking professionally for 31 years and was cited by Inc. Magazine as one of the Top 100 Leadership Speakers to hire. He is also the host of the #1 podcast for Fortune 500 Executives. Baron shares his greatest sales challenge, how he overcame that challenge and the results after he implemented his solution.
What has been the biggest challenge you have had in your business?
“For a long time I had a challenge with sales because I held the belief that I wasn’t able to compete with those who I saw as more qualified than I was. I studied with master sales people and practiced every sales technique I could, all to no avail. Embarrassing for someone who is considered a master communicator.”
What have you implemented to overcome that challenge?
“Interestingly, the solution came in the backdoor. I was speaking with a friend and sharing how frustrated I had been with the fact that several people who had been my students had taken different parts of my material and were using it to teach others, without giving me any credit. My friend told me to get over it. She went on to say, ‘They could steal all your stuff, but they will ever be you. You are the original, and that’s what your clients pay for. They are paying for what you have, but they are also paying just as much for who you are.'”
What are the results after you implemented your solution?
“Once I actually let that sink in, I decided to raise my fees. On the odd occasion when someone would say that I was too expensive, I would recommend that they go to the cheaper person. Explaining that it would likely end up being more expensive when you have to come back to me to do the job you actually want done.”
This article was written by Michelle Guilbeau via Examiner.com for CBS Small Business Pulse.