94 CAS Sales: Try NOT To Sell Your Services
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94 CAS Sales: Try NOT To Sell Your Services
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In today’s episode of CAS Minute, we flip the traditional sales script and explore a powerful — and counterintuitive — technique: selling against your firm. Roman shares how being upfront about when you’re not the best fit can create trust, filter the right clients, and even lead to stronger long-term relationships (and referrals).
Whether you’re walking prospects through pricing, positioning your service, or helping them evaluate alternatives, this episode offers a masterclass in values-driven, trust-first sales.
You’ll learn:
- Why honesty is your most effective sales tool
- How to educate prospects who don’t know what they need
- When to recommend cheaper, lower-touch solutions — and why that works
- How selling against yourself filters the right clients in
- Why “not now” can turn into “definitely later”
This episode is especially valuable for firm owners, CAS professionals, and advisors who are building high-trust client relationships at scale.
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