Behind the Scenes: Coaching with Jon
A client called me convinced they couldn't sell.
"I hate pushing people," they said.
I told them the truth: the best salespeople never push.
They ask.
They listen.
They make the other person feel so heard that the conversation does the work for them.
We spent the session replacing every pitch instinct with a question. A few examples of questions we role played were:
"What's keeping you up at night?"
"What does success look like for you?"
"What's stopping you from solving this right now?"
By the end, they weren't selling. They were actively listening and asking the right next question.
They were leading a conversation, and the close happened naturally.
Sales isn't telling. It's listening at a professional level and asking the very next right question.
