#440: Sales calls: The homework issue - #tashmas DAY 10

Heart-Centred Business Podcast with Tash Corbin

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Are you one of those people having sales calls where, by the end, the potential client seems interested but says they have other things to take care of first?

I call this the sales call homework issue. You're giving them tasks or homework to do as a result of the sales call, and that's holding them back from deciding to invest in the offer you’re pitching. If this sounds familiar, this episode is packed with nuggets to help you out.

It's also day 10 of #Tashmas, and there's something special for you—maybe a discount on a course?!

Let’s dive in.
What is the "Homework" Issue?

When it comes to sales calls, homework issues can arise whether the calls are specifically to discuss a product or service, or they are a single session that then leads to a sales conversation towards the end. The homework issue is more common to crop up in free or paid sessions rather than short and sharp sales calls, but really all conversations can turn into free advice, and thus generate a homework issue if not handled effectively.

And let's just be clear - if you're listening to this podcast, you're likely someone who's an over-giver, so of course this will happen. We're eager to help, share, and add value—it’s just who we are. I know that for a lot of heart-centred entrepreneurs, sales conversations that are supposed to just be sales conversations turn into free sessions pretty easily because we are so keen to help people.

The problem? Sometimes, we give too much advice. It’s okay to give advice in sales conversations, but be mindful of creating "homework" that stalls the buying decision.

So let's look at how to structure calls so that you're able to help, without creating the homework issue.
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