Nate Tilley explains how to spot problem clients before you take them on. If a prospect blames every previous vendor or course for their failures, that's usually a sign they won't take responsibility for results either. Ask what they've tried and why it didn't work.
So you want to look for what those red flags are in the sales cycle. If they're working with another provider or a vendor or an agency, how do they speak about that agency? You're selling courses and they've done. There are multiple. They've got a course addiction and they've bought all these courses. How do those speak about those courses? Do they take any accountability for not being where they want to be right now and hence why they're looking to invest in another course? Or they just saying that the courses were shit, the vendor was shit, the agency was shit, and these guys were nightmares and they didn't know what they were doing. If they've been with two or three other companies before or they've gone to two or three other courses and they're not where they are, the chances are that it's not the vendor and it's not the course, it's the client, and it's their expectations of what success looks like. Throughout your sales cycle, whatever it is that you happen to be selling, you want to get really crystal clear where it is that they're trying to go. What have they done to try and get there in the past? And why do they believe that all of those things fell short from them being able to get to where it is that they want to go?
