Why Prospects Don’t Trust You: The Curse of Mastery

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Being an expert comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately try to solve it – because you can.

The curse of mastery also comes with this belief: Solving problems for your prospects up front is how you prove your value by showing them you know your “stuff.”

But trying to solve their problems by providing information and insights in your initial sales conversation is one thing that stops them from deciding to work with you.

When a prospect mentions they’re struggling with a problem, you may be tempted to share your knowledge and give them a range of solutions... and it may feel like the more knowledge you share, the closer they’ll be to engaging you.