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Selling time vs selling solutions

When a client prospect approaches you, what is your initial reaction as a coach: To sell a certain package as a “good deal” or a genuine gateway to find the right tools for good? You probably aim for the latter but still you skip certain steps. You feel pressured to succeed and you lack longevity. That’s OK since everything around you is built that way. But you must always put your clients true needs in front of everything else, no matter what they feel is the best solution for them. You are the professional and you have the final word.

We tend to live our lives by the clock. One hour is always regarded as a norm when you sell your time. I beg to differ. Don’t even talk about time. It will be hard to grasp at first but you must give it a go as it will change your whole approach. Suddenly you’re not selling only your services by the hour, your priority is now your clients long term success. If we continue current route, the endless rat race will never stop and basically what that means is we get no visible results. Magazine covers don’t count, they are only the tip of the iceberg.

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I’m desperate. I want you to REALLY understand what’s good for you. No, no and once again no, that is not the route you are thinking of. It is not the cross training method you have on your mind nor is it any certain diet. Let those thoughts go, be smarter than that. Don’t follow the hype since it rarely is the solution to anything. I’m continuously amazed how people want to believe in miracles.

I guess that’s a part of human nature, that’s fairly understandable. But that does not mean it’s the right route to take. You hear bald-faced lies all over, this method is more efficient than that etc. If a solution was everyone’s priority instead of just taking a single class or training session for example, there would be no out of shape people in group training classes. Counter forces might just be too much to handle.

Tuomas

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