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“Discussing someone’s problems doesn’t inspire them to buy…” In the coaching and training business, it’s understood that we’re not selling information, but transformation. And since no one pays to have a crappier life, we’re almost always selling upward, forward progress. So it comes as no surprise that – as experts – we’re taught to: “Discuss their pains, then show ‘em a […]

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“Giving away the farm can kill your sales…” When you’re in the expert business, you’re in the business of selling transformation. Whether that’s a B2B consultant selling an increase in employee satisfaction, or a fitness coach selling a more chiseled body, most every expert on the planet is selling the same thing: Results. Unfortunately, the path to helping your clients […]

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“Content alone doesn’t inspire a buying frenzy…“ Question: How many experts have you followed for months / years, but never spent a single dollar with them? You know the ones I’m talking about. You listen to their podcasts, watch their videos, and read their blogs. But no matter how much of their material you consume, at the end of the […]

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Imagine getting a “Yes” on 50, 60, or even 80% of your sales calls and “strategy sessions.” Sound like a pipedream? For most coaches and trainers, ‘closing’ that many of their prospects would be a dream come true. A savvy few, however, have made this their reality. And by understanding the intricacies of when it’s time to market – and […]

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