Why Most Sales Calls Feel Awkward (And What We Do Instead) | Ep 42

In this behind-the-scenes episode of the Change Champions podcast, Riley and Ped unpack the consultative sales process we use inside our own business — and teach inside Network & Sell and Leverage Accelerator.This conversation was sparked by a graduating client who said our sales process was one of the most valuable parts of working with us.Not because it was flashy.Not because it was aggressive.But because it gave her clarity.We break down:Why “pitch first” is usually the wrong moveWhat we mean by value, value, pitchHow discovery conversations can build trust instead of pressureWhy great sales calls feel collaborative — not coerciveHow to guide decision-making without being pushyIf you’re a coach, consultant, trainer, or facilitator who wants to sell your services in a way that feels aligned with your values — this episode will give you a practical structure you can start using right away.Newsletter for stories, tips and resources: leverageaccelerator.coCommunity to create more sales opportunities using relationship-first business development habits: networkandsell.comTimestamps:00:00 Why we’re talking about sales behind the scenes01:10 A client’s surprising biggest takeaway03:20 What “consultative sales” really means03:50 Value, value, pitch — the 3-part structure06:00 Why pitching too early backfires06:40 The first value: discovery that actually helps10:00 The emotional layer most people skip11:50 The second value: sharing your expertise15:10 Why clients often ask about working together16:40 Decision-making vs being “sold to”19:30 The weight of making decisions as a business owner20:30 Why some people love being sold to21:00 Being transparent about what the call is22:10 Funnels, pipelines, and rapport23:00 Dividing the 9-step process across calls24:00 Leaving calls with goodwill — client or not25:00 Sales as an act of service