In every sales conversation, there comes that moment when you're so excited about what you do, you want to share everything you know. But that is often a mistake, as Janice Porter, a LinkedIn trainer and relationship marketing strategist explained in our conversation, for the What Went Wrong Series

Janice found herself giving away premium insights during free webinars and initial consultations. Like many of us who started as educators, her natural instinct to teach was getting in the way of building a sustainable business.   

During our conversation, Janice shared her journey of learning to balance generosity with strategy, walking the fine line between offering value and undervaluing your own work.

Here are the key takeaways from our discussion:

Stop Giving Away the Store - The key is to give enough value to demonstrate expertise while leaving room for clients to want more.

Finding Balance in Presentations - Instead of solving every problem upfront, focus on sparking curiosity. Let potential clients see what you can do without showing them how to do it all themselves.

Master the Art of Listening - Whether you’re pitching a product or networking, ask thoughtful questions and tailor your responses to what the other person truly needs. It’s not about overwhelming them with information but finding the right “hook” to keep them engaged.

Don’t Be Afraid to Ask for the Sale -  Set expectations early in a conversation, like letting prospects know you’ll be discussing next steps, makes that final question feel natural instead of pushy.

Actionable Takeaway

If you find yourself “giving away the store,” step back and evaluate how much value you’re offering in your initial interactions. Practice holding back just enough to leave clients curious, and don’t shy away from asking for the sale. Balance teaching with selling, and you’ll see your efforts turn into results.

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