The Importance of Coaching Before Someone Pays

The consult is still extremely valuable and transformational without the coaching. You don't want them trying to solve a problem in their brain. Coaching before someone pays is advice at best because they have no investment in it. If you are coaching them on a console, you're most likely going to water it down as you haven't been officially given permission to say the hard thing. People won't buy from you when you're coaching them and what's supposed to be a sales conversation. It dips their emotional level and takes them out of a space where they can be high enough in emotions and then their energy to buy.