In this episode of the Stay Hungry Podcast, Joel and Martha are back in the saddle and diving deep into a crucial, yet often misunderstood, aspect of business: the power of choice. They explore how strategically giving your clients options can make them feel empowered and in control, all while you remain the trusted guide steering towards a positive outcome.

Forget the old-school "railroading" tactics that make clients tetchy. Joel and Martha break down the fine line between sounding certain and confident versus being pushy. They share practical insights applicable to sales, delivery, and negotiation, emphasising the importance of structure to avoid getting stuck in "the chase." Hear their take on why offering two good choices is far more effective than a simple yes/no, and when you absolutely shouldn't give options (like when a client already knows exactly what they want!).

They also touch on the shift to shorter, more impactful discovery calls, the art of listening more than you speak, and how clear service packages can simplify decision-making. Plus, they reveal a major red flag to watch out for in potential clients and share the powerful question they now use to uncover what 'world-class result' truly looks like for the customer.

Key moments include:

• Why giving clients choice empowers them and keeps you in control.
• The difference between guiding clients and dictating to them.
• How to structure follow-ups to avoid the dreaded "chase."
• The strategic advantage of offering two good options.
• When not to give choices, especially when a client is certain.
• The importance of emotionally detaching from the sales result.
• Identifying red flags in potential clients who expect you to be the sole expert.
• Asking powerful questions to understand a client's desired outcome.

Packed with candid conversation and actionable advice, this episode will help you refine your client interactions and close deals with greater confidence and integrity.

Tune in to master the power of choice in your business!

Links:

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