Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Boundy, sales consultant and author of Radical Value, about how professionals can shift the focus from pricing to outcomes in their client conversations. Mark explains that buyers don’t purchase services—they purchase the results those services deliver. He urges professionals to stop viewing price as just another feature and instead position it as the counterbalance to the outcomes they help clients achieve. Mark emphasizes that the best rainmakers ask insightful, outcome-oriented questions that uncover what clients truly value—whether it’s financial gain, risk reduction, or career protection. He explains how to quantify those outcomes in the client’s own terms, making your fees easier to justify and harder to compare. Professionals who co-create value through deep listening and smart questioning, he argues, can win more business at higher margins without relying on discounts. This episode is packed with strategic insights for anyone