Channel Eye has joined forces with Royston Guest, leading Business Growth Coach and CEO/Founder of Pathways Global, in our column, ‘Ask the Business Coach’.
When asked WHAT they do, most people can speak about it at length. They might have a quick answer and, when pressed, will give you tons of details about their role’s logical, technical, and procedural aspects. You are probably the same. We don’t have any difficulty at all explaining our WHAT.
When you can answer not just WHAT you do but elaborate on WHY you do it, it will change how you make decisions and the value you place on things.
Three key takeaways
- Ask, ‘Are we easy to do business with?’
- Know the next step action for each client/prospect.
- Two motivations to buy: Avoidance of pain or gaining of pleasure.
Episode timestamps
- [2.29] Ask, how do we make it easy for our clients to do business with us? How can we move any friction points or blockers? Walk through your business through the eyes of your customers. What can you change/improve to move your customers through your sales pipeline?
- [3.30] Know what stage each client or prospect is at in your sales process and what the next step is to take to move them along. Is it a follow-up call or email, sending additional information, or a personal visit? Know what it is and take the next step action.
- [4.03] Understand why your client wants to buy or is interested in buying your product or service. Do they want to avoid pain or gain pleasure? Know how your product/service contributes to this. Using these levers will help you better position why they should buy you.
Do you have a question for the Business Coach?
Send your questions to [email protected]
Missed a previous episode? Catch-up and watch the series here.
