Coaching: How to Do a Proper Sales Call without Selling

The Richie Norton Show

#81 This podcast is from a raw recording with a client / joint venture partner Ben Willson. Please excuse the audio quality. The content is worth it! Richie is an entrepreneur and an entrepreneurship coach. Coaching is a level above "training" in that coaching is personal, relevant and not designed necessarily for "flavor-of-the-month" mass market consumerism. Coaching gets results when coaches bring a higher level of thinking to the conversation. Richie's goal is to help the client get results beyond the results they think they want and to make that happen in the present by building systems to support it as opposed to never-ending steps toward it. Listen in to learn how to do a proper "sales" call without "selling." This coaching and sales methodology is backwards and counterintuitive to general coaching programs that prioritize internal sales over external impact. Change how you're paid, change your life. Richie had just taught Ben how to do an introductory strategy call in preparation for a program Ben proposed as a 6-week online mastermind. The next day, Richie called Ben to ask how the calls were going and the first thing he said was, "I get it." Richie taught Ben how to be human before a salesperson, how to add extreme value without ever making an offer (while providing the right context and offer after understanding the client's needs) and how to do high-ticket selling without selling at all. Ben did two calls within 24 hours and both sold (one over the phone and one later after checking schedules)--providing extreme value to the potential clients while earning more money over two calls than many make in an average month...and counting. - Meaning and money can go together. - You can learn how to sell without "selling" too if you want. - In this way, when you provide value upfront and people still don't buy what you have to offer, it's still worth your time. - ...because the helpful purposes to both parties are still fulfilled. Listen to this podcast and discover what it means to be a coach.

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