032 Value versus Perceived Value – variety Friday with Christine Schlonski


Welcome to variety Friday with your host Christine Schlonski, known as The Queen of the Sales-Success-Mindset,  a multi-talented leader in the field of Sales-Success-Mindset, Motivation, and Strategies.
Helping you to enjoy the sales process and to make offers with ease, grace, and confidence.




Subscribe to Heart Sells!

Apple | Google | Spotify | Stitcher | Soundcloud | iHeart | Facebook

Resources Mentioned in this Episode:

Empowerment Notes, Join the Empowerment Notes our weekly newsletter and I’ll make sure you have all the info you need to be empowered.

3 Key Points:

  • Often there is a gap between what the heart-centered entrepreneur charges for their services and what they really truly would like to charge. It all comes down to value. The value the entrepreneurs often sees is different from the perceived value the potential client sees
  • The value you bring to the table is probably much bigger than you see it. Find out all the different ways you invested in yourself and you might be surprised. This probably changes the way you think when coming up with your price that you believe you can charge.
  • The bigger the pain your client is in, the more willing she/he is to move forward and invest in themselves to solve the issue and to get out of pain.

Show Notes:

[01:21] The big gap that usually is in place comes from two things. The entrepreneur has a value and she or he is not quite sure of that the value is and how to put a price tag on it.
[03:40] Exercise to close the gap on what you are charging and what you want to charge. Starting taking inventory with you.
[08:36] Having a look at the perceived value of your potential customer.
[10:59] Often we think that the other people think like us, they feel like us, they see the world exactly as we see it. But the truth is that everybody sees the world in a different way.
[11:45] Once you understand that your customer is in pain, where you are not in pain, because you have mastered that area in your life, then your value and the perceived value of your customer are getting closer.

For FULL Transcript click here:

Read Full Transcript, click here:

Christine Schlonski [0:02]
Hi Gorgeous, this is episode number 032 with your host Christine Schlonski, and you are listening to Heart Sells! Podcast, enjoy,

Christine Schlonski [0:14]
I am so super excited to have you back today. Today is a variety Friday, which means I either share my sales knowledge, I share some amazing, amazing resources or I answer your questions. And something I have been well, basically teaching lately is the difference between your value and the perceived value that your customer has. So oftentimes heart-centered entrepreneurs really have a difficult time to charge for their services. And you know, I don’t mean to what some have actually an issue to charge at all. But lots of entrepreneurs have the issue to charge what they really truly want to charge an amount where their heart would sing, they would be super, super excited and they would have a total different energy to go to work. So the big gap that usually is in place comes from two things. The entrepreneur has a value and she or he is not quite sure of that the value is and how to put a price tag on it. And then that is the perceived value of the customer. And also the entrepreneur doesn’t really know what’s the price tag.

Christine Schlonski [1:53]
So let me explain it to you this way. As a heart-centered entrepreneur, you have a gift, you have something that you just love doing, that you could do every day and all day long. The issue is it comes to you effortlessly, you’re having fun while doing it. And you feel like everybody should be doing it and should know about it. So since you don’t put any effort, it is really hard for you to put a price tag on it because basically, you feel you are getting rewarded by giving your gift already for free so why charge for it? Shouldn’t something that comes to you that easy, shouldn’t that be free? Should you really be charging for it? Well, I think it is super, super important that you charge because if you don’t charge, you don’t have a business, you have a hobby, and you can help friends and colleagues and your family, but to make a huge difference and to help another person to transform and I mean truly transform, and the transformation is only complete if there is an energy exchange, you have to ask for money. And maybe you are even at the point where you understood that it is totally okay to ask for money and where you are already asking for money, but not for the price that you really truly want to ask.

Christine Schlonski [3:40]
So here’s an exercise sit down with a blank piece of paper and write out what do you do, what is the transformation you are providing? And once you have done that, think about the fact what did you do to get there? What did you do in your life? To be that expert, to be the authority to be the person that has this gift and that can give it this ease? How much time did you spend in your education? How much money did you spend in your education? Did you have a coach? What did you invest for that coach? Basically, you want to find out what is the amount you have invested into yourself and that is time, energy, and also money because you will find out at the end of this exercise that you have done a lot to get you to where you are. So just to give you an example, to help you to look in different places, right? I have invested a lot into myself already starting in high school by being an exchange student in the US, by leaving my family for a whole year to stay with people I didn’t even know. It was an amazing experience. But that was an investment as well. It was an investment of my time. It was an investment of you know, learning to speak English, being with people I’ve never, ever seen in my life, staying in their family, getting to know the rules, getting to know how things work, right? That’s all I learned over there was experience and it did cost time and it did cost my parents some money. So what else because without the knowledge of English I would have never ever gotten the job that I had later on where I learned how to sell, right. So everything builds up on everything. So by being able to learn English, by being brave enough as a teenager to go into a country that I only knew where it was, like on the map, never been there before. It really, like the effort I had to make, was really an investment into my skills. And that has really paid off because now I’m able to speak to you and I’m very, very grateful for my parents, especially my mom who made this true. So from there, I came back to Germany. I finished school and I went to Paris for a whole year so I invested in my skills to be in another culture and to learn another way of living with enables me to now work on a global scale because I’m not afraid to go somewhere. So that’s the learning and it comes to me effortlessly hopping on a plane right now and going places for somebody else it might be totally stressful. So what are you doing? What are you doing that enables you to have your gift in a way that you can give it with such ease? Get really really clear and start early in your life. What did you do? Where did you invest your time where did you overcome fears and obstacles and really write that down. Try not to forget the small pieces, right. Like me going a year to the US, I mean I could just take it for granted that’s what I did but if you have a look at the picture of what that enabled me to do later on in my life, it was one of the best investments I I ever did. Right? Because it also like in Paris, I had I worked for a family who was French-American, and I had to speak English with the kids without speaking English, I wouldn’t have had that position, right? So really have a look. What have you been through? Where have you invested? Maybe you need equipment for what you do, like what’s your equipment worth? And get clear and you’re going to be surprised about that number.

Christine Schlonski [8:36]
So now we’re going to switch over to your potential client. In what kind of pain are they in? How important is it for them to have that transformation? What are they willing to invest in themselves? And to just give you a hint: The stronger the pain, the more likely is a client to invest in themselves because out of his should become to a must, right. When the pain is unbearable, they gonna move mountains. And I’m sure you’ve been in the situation where you have moved mountains because your pain was unbearable. So we always we try to avoid pain of the try to go towards pleasure. And avoiding pain on a scale is much stronger to get somebody to take action than to get them to walk towards pleasure. So what is the pain of your customer? And if they can get rid of that pain by finding a solution, what would that be worth to them? How amazing would that be right? So just give you an example: If somebody works with me and they get rid of their sales reluctance they actually start to enjoy sales conversations to have fun when selling, to ask their price, to make so much more money than they did before in an authentic way that totally feels aligned. What’s that worth, right? If they just gain one more customer to into their business at a higher price, what’s the life value of this customer? What is this going to do down the road? Who is this customer going to refer to them? Right. I mean, try to see the big picture. And something that comes to us so effortlessly you feel it’s not that much of a value, right?

Christine Schlonski [10:59]
Because often in our world, we think that the other people think like us, they feel like us, they see the world exactly like we see it. But the truth is that everybody sees the world in a different way. Everybody has different filters, right? Everybody is running around with a different pair of sunglasses and sees the world in a different way. So for example, if I go to the movie with my friends, and we talk about the movie, we’ve seen the exact same movie, we listen to the exact same words, to the exact same music and still, everybody had a different experience in the movies. So once you understand that your customer is in pain, where you are not in pain, because you have mastered that area in your life, then your value and the perceived value of your customer are getting closer. Which means you probably will charge a lot more for your services and the customer that would have been willing to pay an amount anyway. Maybe they still pay less because you’re not asking enough. But in the ideal world, you are asking also what they would be willing to pay to get the pain resolved. So I really hope that this made sense to you. On variety Fridays you can also send in your questions to info@christineschlonski.com and I am happy to answer any of your questions in an extra episode so that I can help you on your journey to give more of your gifts to the world because you might be the person that loves what they do, but they are just so repelled to sales. And if you ready to step up and to learn how to love sales, how to make more sales at your price, to make more money and to create a life of your dreams keep on tuning in, keep on sending your questions and join the empowerment notes where I share weekly, amazing content to support you on your journey to basically live the life of your dreams and have a business that really skyrockets. Thank you so much for tuning in. Make sure you check it out at christineschlonski.com and I’m looking forward to have you on for the next episode. Bye for now.

Like and Follow Heart Sells! Podcast:

  • https://www.facebook.com/HeartSellsPodcast
  • https://christineschlonski.com
  • https://instagram.com/christine.schlonski
  • https://www.facebook.com/IamChristineSchlonski/
  • https://twitter.com/newsalesmindset
  • https://www.youtube.com/channel/UCOk7tVeHsgaoyJnV9iJfRTg

Heart Sells! Resources:
Empowered by your Sales-Success!

The Success Library, gain instant access to the Sales Journaling Prompts and start shifting your mindset into a Sales-Success-Mindset today

The Sales Mentality Makeover Masterclass #2, a teaching series of 18 amazing experts giving their advice on Sales | Mindset |  Money | Wealth Creation

Empowerment Notes, Join the Empowerment Notes our weekly newsletter and I’ll make sure you have all the info you need to be empowered.


Related Articles


  1. Hi there, i read your blog occasionally and i own a similar one and i was just curious if you get a lot of spam responses? If so how do you prevent it, any plugin or anything you can advise? I get so much lately it’s driving me insane so any assistance is very much appreciated.

  2. I’m really enjoying the design and layout of your blog. It’s a very easy on the eyes which makes it much more pleasant for me to come here and visit more often. Did you hire out a developer to create your theme? Excellent work!

  3. I have read a few excellent stuff here. Certainly worth bookmarking for revisiting. I wonder how so much attempt you set to make the sort of wonderful informative website.

  4. You really make it seem really easy along with your presentation however I to find this topic to be actually something that I believe I’d by no means understand. It kind of feels too complicated and very vast for me. I’m looking ahead to your subsequent put up, I will attempt to get the hold of it!

  5. I’m really enjoying the design and layout of your site. It’s a very easy on the eyes which makes it much more enjoyable for me to come here and visit more often. Did you hire out a designer to create your theme? Excellent work!

  6. Thanks , I have recently been searching for information about this subject for ages and yours is the greatest I have discovered so far. But, what about the bottom line? Are you sure about the source?

  7. Hi there! This post couldn’t be written any better! Reading through this post reminds me of my previous room mate! He always kept talking about this. I will forward this article to him. Pretty sure he will have a good read. Thank you for sharing!

  8. Great beat ! I wish to apprentice while you amend your web site, how could i subscribe for a blog web site? The account helped me a acceptable deal. I had been a little bit acquainted of this your broadcast offered bright clear concept

  9. certainly like your web-site however you need to test the spelling on several of your posts. Many of them are rife with spelling issues and I find it very bothersome to tell the reality however I will definitely come again again.

  10. Admiring the hard work you put into your site and detailed information you present. It’s nice to come across a blog every once in a while that isn’t the same unwanted rehashed information. Fantastic read! I’ve saved your site and I’m adding your RSS feeds to my Google account.

  11. Thanks a lot for sharing this with all of us you actually know what you are talking about! Bookmarked. Please also visit my web site =). We could have a link exchange agreement between us!

  12. I’d have to examine with you here. Which is not one thing I usually do! I take pleasure in reading a post that may make folks think. Additionally, thanks for permitting me to comment!

  13. I don’t even know how I ended up here, but I thought this post was good. I don’t know who you are but definitely you are going to a famous blogger if you aren’t already 😉 Cheers!

  14. Thanks for sharing excellent informations. Your web-site is so cool. I am impressed by the details that you¦ve on this web site. It reveals how nicely you understand this subject. Bookmarked this website page, will come back for more articles. You, my friend, ROCK! I found simply the info I already searched all over the place and just could not come across. What a perfect site.

  15. What i do not understood is in fact how you’re now not actually much more neatly-preferred than you may be now. You are very intelligent. You understand therefore significantly with regards to this topic, made me in my view consider it from a lot of various angles. Its like men and women aren’t interested except it’s something to do with Woman gaga! Your personal stuffs excellent. Always deal with it up!

  16. It’s truly a nice and helpful piece of info. I am satisfied that you just shared this useful info with us. Please stay us informed like this. Thank you for sharing.

  17. Whats Going down i am new to this, I stumbled upon this I have discovered It positively useful and it has helped me out loads. I hope to give a contribution & help different users like its aided me. Good job.

  18. The core of your writing while appearing reasonable initially, did not settle perfectly with me after some time. Somewhere throughout the sentences you actually managed to make me a believer but just for a short while. I nevertheless have a problem with your jumps in logic and one might do well to help fill in those gaps. If you actually can accomplish that, I would surely end up being impressed.

  19. It’s in point of fact a great and useful piece of info. I am glad that you just shared this useful information with us. Please keep us informed like this. Thanks for sharing.

  20. Very well written information. It will be supportive to everyone who employess it, including yours truly :). Keep up the good work – looking forward to more posts.

  21. I have been absent for a while, but now I remember why I used to love this website. Thanks, I will try and check back more frequently. How frequently you update your site?

  22. naturally like your web site however you need to check the spelling on quite a few of your posts. A number of them are rife with spelling issues and I find it very bothersome to tell the reality nevertheless I?¦ll surely come back again.

  23. Do you have a spam problem on this site; I also am a blogger, and I was wondering your situation; many of us have created some nice practices and we are looking to swap strategies with others, be sure to shoot me an email if interested.

  24. I just wanted to type a small comment in order to say thanks to you for those marvelous instructions you are showing on this site. My particularly long internet lookup has at the end of the day been paid with awesome insight to exchange with my companions. I would assert that many of us website visitors actually are unequivocally blessed to live in a magnificent place with so many lovely individuals with interesting concepts. I feel rather lucky to have encountered your website and look forward to tons of more awesome times reading here. Thanks a lot once again for a lot of things.

  25. I do love the manner in which you have framed this specific challenge and it does indeed give us a lot of fodder for thought. On the other hand, coming from what I have witnessed, I just trust when the comments pack on that people today stay on point and not embark upon a soap box regarding the news du jour. All the same, thank you for this fantastic point and even though I do not agree with it in totality, I value your perspective.

  26. great put up, very informative. I wonder why the other specialists of this sector do not understand this. You must continue your writing. I am confident, you’ve a huge readers’ base already!

  27. I’m not sure why but this blog is loading incredibly slow for me. Is anyone else having this issue or is it a issue on my end? I’ll check back later and see if the problem still exists.

  28. Hello! I could have sworn I’ve been to this blog before but after browsing through some of the post I realized it’s new to me. Anyways, I’m definitely happy I found it and I’ll be book-marking and checking back frequently!

  29. Hello, Neat post. There is an issue with your web site in internet explorer, could test this?K IE still is the marketplace leader and a huge component of other folks will pass over your magnificent writing due to this problem.

  30. I’m really enjoying the theme/design of your website. Do you ever run into any internet browser compatibility issues? A few of my blog visitors have complained about my website not working correctly in Explorer but looks great in Firefox. Do you have any tips to help fix this problem?

  31. What’s Happening i am new to this, I stumbled upon this I have found It absolutely useful and it has helped me out loads. I am hoping to give a contribution & assist other customers like its aided me. Good job.

  32. Very efficiently written information. It will be helpful to everyone who utilizes it, as well as me. Keep up the good work – for sure i will check out more posts.

  33. Nice read, I just passed this onto a friend who was doing a little research on that. And he actually bought me lunch as I found it for him smile Therefore let me rephrase that: Thanks for lunch!

  34. My partner and I absolutely love your blog and find nearly all of your post’s to be just what I’m looking for. can you offer guest writers to write content to suit your needs? I wouldn’t mind publishing a post or elaborating on a number of the subjects you write concerning here. Again, awesome web site!

  35. I’m still learning from you, while I’m improving myself. I definitely love reading all that is posted on your site.Keep the stories coming. I liked it!

  36. Its excellent as your other content : D, thanks for posting. “Experience is that marvelous thing that enables you to recognize a mistake when you make it again.” by Franklin P. Jones.

  37. I have not checked in here for a while because I thought it was getting boring, but the last few posts are good quality so I guess I?¦ll add you back to my everyday bloglist. You deserve it my friend 🙂

  38. Hello! I could have sworn I’ve been to this blog before but after browsing through some of the post I realized it’s new to me. Anyways, I’m definitely happy I found it and I’ll be book-marking and checking back frequently!

  39. Youre so cool! I dont suppose Ive read anything like this before. So good to seek out someone with some original thoughts on this subject. realy thanks for starting this up. this website is something that’s needed on the web, someone with just a little originality. helpful job for bringing one thing new to the internet!

  40. Hmm it seems like your site ate my first comment (it was extremely long) so I guess I’ll just sum it up what I submitted and say, I’m thoroughly enjoying your blog. I as well am an aspiring blog writer but I’m still new to everything. Do you have any points for inexperienced blog writers? I’d really appreciate it.

  41. I conceive this site has some very superb information for everyone :D. “Anybody who watches three games of football in a row should be declared brain dead.” by Erma Bombeck.

  42. A person essentially help to make severely articles I would state. That is the first time I frequented your website page and up to now? I surprised with the research you made to make this particular submit amazing. Excellent job!

  43. The very heart of your writing whilst sounding reasonable initially, did not really sit properly with me personally after some time. Somewhere throughout the sentences you managed to make me a believer unfortunately just for a while. I nevertheless have a problem with your leaps in logic and one would do nicely to help fill in those breaks. If you can accomplish that, I will undoubtedly be amazed.

Leave a Reply

Join the FREE Sales Mentality Makeover Masterclass
Spiritual & Practical Steps to Increase Your Sales and Create True Wealth Without Losing Your Authenticity.