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195. Selling confidence
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Do you ever stop to wonder what it is we are really selling as consultants?
Are we selling a website, strategy, or brand identity? Yes... and no. Those are features of our work. And people don't really buy features.
Maybe we are selling new customer growth? Better retention? Ease of use? Those are all great benefits of our work. But let's dig a little deeper.
What is the emotion behind those benefits? What feeling are we really creating with our work?
People buy based on how they feel about the purchase. It aligns with logic, yes. But it's driven by emotion. So it makes sense to explore that emotion people are really seeking inside of what we sell.
I believe most consultants are selling confidence. Give this a listen to see what I mean.
Get this right and it will be a lot easier to create and sell the true benefits of your work.
—k
202 episodes
Fetch error
Hmmm there seems to be a problem fetching this series right now. Last successful fetch was on March 19, 2025 15:55 ()
What now? This series will be checked again in the next day. If you believe it should be working, please verify the publisher's feed link below is valid and includes actual episode links. You can contact support to request the feed be immediately fetched.
Manage episode 337947875 series 3331226
Do you ever stop to wonder what it is we are really selling as consultants?
Are we selling a website, strategy, or brand identity? Yes... and no. Those are features of our work. And people don't really buy features.
Maybe we are selling new customer growth? Better retention? Ease of use? Those are all great benefits of our work. But let's dig a little deeper.
What is the emotion behind those benefits? What feeling are we really creating with our work?
People buy based on how they feel about the purchase. It aligns with logic, yes. But it's driven by emotion. So it makes sense to explore that emotion people are really seeking inside of what we sell.
I believe most consultants are selling confidence. Give this a listen to see what I mean.
Get this right and it will be a lot easier to create and sell the true benefits of your work.
—k
202 episodes
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