What we're NOT offering (optional)
AE: “Unfortunately for us, there are a number of misconceptions people have about our offering, so it might be helpful to share what we don’t do first. Would that be ok?”
This is a reminder that telling prospects what you are not, what you do not do, and what you do not help with is quite effective.
Not only does it allow you to get straight to the point, but it also saves misconceptions and misunderstandings.
This can be done at the beginning of a discovery call, immediately after the upfront contract.
Prospects will pay extra attention to what you don’t do, as they’re not used to it.
In addition, clarifying your offering EARLY, before it's too late, can make or break a sales call.