[Clip From A Live Alpha Lead Academy Coaching Call Included]

I have a client, let's call her Jane. She's excellent at what she sells to people (public speaking, presenting, pitching). But she's been at a low revenue level for a while now, underselling herself on most occasions, with patchy revenue from piecemeal clients ($99 here, $997 there). 

During a coaching call with her, the problem crystallized in my mind for the first time: She's leading sales conversations with her SKILL, not with a product. She knows she has a skill she's very good at, and so she starts every conversation exploring the prospects' needs and then trying to fit her skill around it, resulting in this piecemeal approach.

Instead, what she needs to do is to lead with the RESULT the prospect will get when working with her and presenting a fixed-price package that will help them solve the problem.

Listen to a clip from my call with Jane where we discuss this (published with her permission). 

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