Uploaded July 2026 | Updated September 2026, 2 weeks ago
A sales call is not supposed to become free consulting.
—
I had a conversation with someone the other day and they mentioned to me they always end up consulting and coaching their prospects.
Notice how I didn’t say closing.
This is a trap I’ve had to learn the hard way.
You want to be helpful.
You want to prove you know what you’re doing.
You want the prospect to feel understood.
So you start solving the problem on the call.
The more you solve for free, the easier it is for them to leave with clarity instead of becoming a customer.
I’m not advocating for hiding value.
I’m advocating that you diagnose the problem, show them the path, and make the next step obvious.
Helpful is good.
Over-consulting can kill the sale.
The goal is not to impress them with everything you know.
The goal is to help the prospect see why they need the right support to fix it.
A sales call is not supposed to become free consulting.
—
I had a conversation with someone the other day and they mentioned to me they always end up consulting and coaching their prospects.
Notice how I didn’t say closing.
This is a trap I’ve had to learn the hard way.
You want to be helpful.
You want to prove you know what you’re doing.
You want the prospect to feel understood.
So you start solving the problem on the call.
The more you solve for free, the easier it is for them to leave with clarity instead of becoming a customer.
I’m not advocating for hiding value.
I’m advocating that you diagnose the problem, show them the path, and make the next step obvious.
Helpful is good.
Over-consulting can kill the sale.
The goal is not to impress them with everything you know.
The goal is to help the prospect see why they need the right support to fix it.
