In this episode, Bill and Bryan dive into a candid conversation about a common frustration they share when coaching clients – the challenge of convincing clients to create valuable content that bridges the gap between being unknown and becoming a trusted partner in the eyes of their prospects.
The guys explore the journey from initial unawareness to eventual engagement and how offering a “gesture of value” at the start of this journey can be a game-changer for clients. They share insights on overcoming resistance, letting go of attachment to outcomes, and embracing the 80/20 principle to identify and nurture clients who are truly aligned with growth.
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Also mentioned in this podcast:
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Every good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possible roles you may play in the sales process and why those roles matter.