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Your Best Sales Product Is...

Last week, a new Client found me online and called. Yeah! Seriously, though, he called telling me he needed a webinar or a live seminar. After chatted some more - that's what I do, I have conversations, I don't "sell" - I found out why he thought he needed these programs.

It became clear that his sales person really needs coaching; so that's what we discussed, and that's what he purchased. As it happens, it was more expensive than what he initially called about. I quoted two programs... one that fit into his original expectation and one that fit his needs. I said "as it happens," because many times I have quoted a program that is less expensive than what the Prospect asked for. My goal is to help people; so it's critical to let them know what will really help them achieve their goals. This reminds me of a joke I heard many years ago...


Don't let your Customers get annoyed at you because you agreed to give them something that wasn't in their best interest. The only way to find out what people need is to make sure you spend a good amount of time up front asking a ton of questions. If you start talking about yourself at all before you've done your discovery, the odds are you'll leave the call without making a sale and wonder what you need to do next. When you offer what helps achieve their goals, price objections disappear, because you establish trust.

Remember, if you do what you've always done, you'll get the results you've always gotten. And if business isn't good, don't sit on the sidelines watching yourself get clobbered. Take control. It's up to you. Let me know if I can help.

Welcome to Stress-Free Selling®

Jenae