Discovery Session Secrets: Who Contacts Who On the Day of the Session?

So, the prospect has booked a spot in your calendar for a discovery session. You now have a lead that has become a prospect. Yay! On the day and time of the meeting, you call the prospect or you drive to their office to meet. Wrong! There are two reasons why the prospect needs to contact you (and not the other way around). I explain these two reasons in this week's teaching video. If [more]

Trying to Uncover the Prospect's Pain Is the Wrong Approach

Well meaning sales coaches will say: "You need to figure out what's keeping your prospect up at 3am. Target that pain with a solution and you'll make money." Or... "Your prospect is trying to get from pain island to pleasure island and you're the only one with the boat who can take them there." I find these clichés rather silly... It's not [more]

This Silent Sales Tactic Can Help You Get to Yes Every Time

I don't venture into Starbucks too often. Their decaf is a bit too bitter for my liking. Plus, I get all confused with the words "venti" and "grande." Can't I just get a medium decaf pretty please? Well, a few days ago, I went to Starbucks to meet with a friend. My experience with the Starbucks brand changed because of Kyle... Kyle was the [more]

Why They're Unsubscribing

I heard a complaint from a client recently. She was frustrated that every time she sent an email to her list, she'd get a dozen or so unsubscribing. "What am I doing wrong?" she moaned. It's not the method that's wrong... In other words, sending emails isn't the issue. Businesses such as Help a Reporter Out have [more]

Why Charging What You're Worth Is a Complete Lie

I have a very strong opinion regarding the term charge what you're worth. It's a lie. Let me explain... Women tend to devalue their skills, experience and expertise. This lack of self-worth is reflected in their pricing. That’s why some money coaches will encourage their clients to “charge what you’re worth” in an effort to help them become more [more]

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