In this What Went Wrong conversation, I chat with Janice Porter, who shared a common stumbling block many professionals face – especially those of us who come from teaching backgrounds.

You know that moment when you’re so excited about what you do, you want to share everything you know? That was Janice’s story. As a LinkedIn trainer and relationship marketing strategist, she found herself giving away premium insights during free webinars and initial consultations. Like many of us who started as educators, her natural instinct to teach was getting in the way of building a sustainable business.

It reminded me of my own journey. My sales coach once told me my teaching background – which I wore like a badge of honor – was actually working against me in sales conversations. Learning to hold back just enough information to keep prospects curious was like learning a new language. As Janice and I discovered, it’s not about withholding value – it’s about packaging it in a way that serves both you and your potential clients.

Stop Giving Away the Store – The key is to give enough value to demonstrate expertise while leaving room for clients to want more.

Finding Balance in Presentations – Instead of solving every problem upfront, focus on sparking curiosity. Let potential clients see what you can do without showing them how to do it all themselves.

Master the Art of Listening – Whether you’re pitching a product or networking, ask thoughtful questions and tailor your responses to what the other person truly needs. It’s not about overwhelming them with information but finding the right “hook” to keep them engaged.

Don’t Be Afraid to Ask for the Sale –  Set expectations early in a conversation, like letting prospects know you’ll be discussing next steps, makes that final question feel natural instead of pushy.

Actionable Takeaway

If you find yourself “giving away the store,” step back and evaluate how much value you’re offering in your initial interactions. Practice holding back just enough to leave clients curious, and don’t shy away from asking for the sale. Balance teaching with selling, and you’ll see your efforts turn into results.