Many of us selling our training and coaching are convinced that someone somewhere needs what we do and is willing to pay for it.
But this is not always the case, is it? We’ve all assumed that clients need what we do.
You need to ensure that what you are selling in the form of training and coaching is a fix to a problem, there is a cost to not solving it now and your clients are willing to pay to solve it.
When you can sell what people they need to fix and they are convinced that you have a solution worth paying for, you are not going to be short of clients.
Today, I’m going to give you 7 questions to make sure your training fixes a problem worth paying you for.
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Are you confident it fixes a problem the client has?
Often problems arise when we’re not sure or confident that what we’re selling actually fixes something for a client.
Now, there are lots of people who will buy training or some kind of learning and development simply because they have to. But
the really high-paid consultancy,
the high-paid training,
the high-paid programs
are when we are best aligned with a problem that your client recognizes is a problem and understands fixing it will help them to achieve a goal.
The brick wall issue
It’s amazing how many of us when talking to, let’s say HR, we get trapped in this price negotiation.
Because we’re not able to articulate how what we’re selling isn’t just training it’s a solution to a problem.
This is what happens 9 times out of 10 when you are compared with someone else
Because they can’t differentiate between you and the other trainer.
Take-aways you don’t want to miss
- Understanding why people buy training
- Establishing the right people to sell to
- Separating yourself from the competition
- Ways to create a profitable training business
Some resources for you
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