Friend of the show Connie Kadansky asked how to deal with a prospect who wants things for free. Following up on our promise, we discuss this from the new Gangplank studio. Dave initially says that he is 100% opposed to giving things away for free, but I hammer some holes into that pretty quickly by pointing to the lack of checks we’ve received for doing this show.
We explore the concept of ‘Give the What, Sell the How” that I use, and some of the pitfalls of how that may affect you, as well as how to set the expectations for giving only so much so that you don’t get burned later.
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[...] I did. We talk about my efforts to balance the conversation – play traffic cop as I call it, giving the what and selling the why, managing curiosity, setting actions for after a call. I even give some bonus criticism of myself [...]
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