Today, Katha, one of my coaches was working on some sales strategies with one our our clients who is a financial advisor. She finished her conversation with a warning that everyone should be aware of. I’d like to share it with you:
“Whatever you do, don’t fall into the ‘We do’ trap.”
What is the ‘we do’ trap, you ask? Whenever you find yourself telling prospects or clients what ‘we do’, instead of collaborating with them or leading the conversation, you are in the ‘we do’ trap. This is a direct path into ‘the commoditization trap.’ When you are telling people what you do, you are making three critical mistakes: