Episode 38 • • 15:05 - 17:46
38: Episode 38: Selling without feeling salesy - what actually needs to change with Catherine Watkin
Value Perception, Seven Step Sales Process
Susan Paton and Catherine Watkin discuss the alignment between seeing one's own value and helping a client see what is possible for them. Watkin details the fifth step of her seven-step sales process, "Compelling Future," which uses a coaching-style approach to let the client paint their own picture of success. This method avoids imposing a vision on the client, which can trigger skepticism.