When dealing with prospects, it can be tough to figure out when our advice should be paid for, and how much we should give away so people fall in love with us and want more from us. How we find the right balance between coaching and selling so we’re giving value but not giving away what we should be paid for? When is coaching the best way to sell or when should you just plain sell our program? On this episode, I talk about how to coach someone when they are still a prospect.
When you’re with a prospect, you have to be a walking sales letter. -Dana Malstaff
3 Things We Learned From This Episode
In everything we do, we are the sales rep of our businesses. This is especially true when we’re talking to prospects, how we interact with them depends on our goals, the problems we’re solving and frustrations and challenges our prospect is facing. What we need to learn to balance is giving value to bring people into our world and giving just enough of that away that people still want to buy from us. We have to fill in their gaps to show our value and then when they see our value, we can ask them to invest in us.