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How to Successfully Sell Your Coaching Services without Feeling Sleazy

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Does the thought of selling leave you cold?

Do you struggle to get past the old sleazy, pushy, and out of integrity beliefs that you have around sold?

Newsflash: The moment you decided to go into business for yourself, you became a salesperson.

Sales is a skill that you must master in order to close comfortably, consistently, and with full confidence.

And your sales conversation is actually a part of the coaching!

One of my favorite things to do is to shift perceptions around sales and pull the rug on old beliefs that still pervade sales being icky, inauthentic, and sleazy.

Read on to get my low down on some useful reframes that might just shift the negative charge that selling has for you:

Firstly: ๐™”๐™ค๐™ชโ€™๐™ง๐™š ๐™ฃ๐™ค๐™ฉ ๐™จ๐™š๐™ก๐™ก๐™ž๐™ฃ๐™œ ๐™˜๐™ค๐™–๐™˜๐™๐™ž๐™ฃ๐™œ

Nobody is buying coaching โ€“ they never have and never will.

Youโ€™re selling the outcome of coaching and people are buying solutions, benefits, and pay-offs.

So rather than focus on trying to sell your coaching programs, focus on the transformation that youโ€™re facilitating in your client.

A common complaint is: โ€œ๐˜พ๐™ค๐™–๐™˜๐™๐™ž๐™ฃ๐™œ ๐™ž๐™จ ๐™›๐™ก๐™ช๐™›๐™›๐™ฎ ๐™–๐™ฃ๐™™ ๐™ฉ๐™๐™š๐™ง๐™š๐™›๐™ค๐™ง๐™š ๐™ฅ๐™š๐™ค๐™ฅ๐™ก๐™š ๐™™๐™ค๐™ฃโ€™๐™ฉ ๐™จ๐™š๐™š ๐™ฉ๐™๐™š ๐™ซ๐™–๐™ก๐™ช๐™šโ€

If you’re subconsciously down-valuing yourself or the service you provide, it doesn’t matter how fancy your marketing, others will NOT see the value!

Personally, I believe coaching is one of the most powerful, and empowering, interventions for facilitating lasting change and personal growth and if youโ€™re a coach, so should you.

When YOU embrace the value of your service wholeheartedly, then others will too.

I hear this one a lot “๐™Ž๐™š๐™ก๐™ก๐™ž๐™ฃ๐™œ ๐™›๐™š๐™š๐™ก๐™จ ๐™ค๐™ช๐™ฉ ๐™ค๐™› ๐™ž๐™ฃ๐™ฉ๐™š๐™œ๐™ง๐™ž๐™ฉ๐™ฎ, ๐™„ ๐™Ÿ๐™ช๐™จ๐™ฉ ๐™ฌ๐™–๐™ฃ๐™ฉ ๐™ฉ๐™ค ๐™๐™š๐™ก๐™ฅ ๐™ฅ๐™š๐™ค๐™ฅ๐™ก๐™š”

Sales and selling are about providing solutions to problems and fulfilling needs.

Think about this: You have a conversation with someone today who is stuck and struggling in some way and you absolutely know that you can help them.

You know your offering would be perfect for them BUT you stay silentโ€ฆ

Then imagine bumping into them a year on and predictably things have gotten worse for them and they say to you โ€œwhy didnโ€™t you tell me a year ago that you could have helped me??โ€ Ouch!

Shift your mindset: ๐™„๐™ฉโ€™๐™จ ๐™ฃ๐™ค๐™ฉ ๐™– ๐™จ๐™–๐™ก๐™š๐™จ ๐™˜๐™–๐™ก๐™ก, ๐™ž๐™ฉโ€™๐™จ ๐™– ๐™™๐™ž๐™จ๐™˜๐™ค๐™ซ๐™š๐™ง๐™ฎ ๐™˜๐™–๐™ก๐™ก.

You are asking questions that enable you to discover whether the prospect is a good fit for what you offer, like a GP diagnosing the problem and then prescribing a solution.

70% of the sale has already happened before the prospect booked the call because theyโ€™ve been โ€œfollowing youโ€ on social media.

#Truthbomb: ๐™๐™๐™š ๐™ง๐™š๐™–๐™จ๐™ค๐™ฃ ๐™ฎ๐™ค๐™ช ๐™ข๐™ž๐™œ๐™๐™ฉ ๐™›๐™š๐™š๐™ก โ€œ๐™ค๐™ช๐™ฉ ๐™ค๐™› ๐™ž๐™ฃ๐™ฉ๐™š๐™œ๐™ง๐™ž๐™ฉ๐™ฎโ€ ๐™ค๐™›๐™›๐™š๐™ง๐™ž๐™ฃ๐™œ ๐™ฎ๐™ค๐™ช๐™ง ๐™จ๐™š๐™ง๐™ซ๐™ž๐™˜๐™š๐™จ, ๐™š๐™ซ๐™š๐™ฃ ๐™ค๐™ฃ ๐™– ๐™™๐™ž๐™จ๐™˜๐™ค๐™ซ๐™š๐™ง๐™ฎ ๐™˜๐™–๐™ก๐™ก, ๐™ž๐™จ ๐™—๐™š๐™˜๐™–๐™ช๐™จ๐™š ๐™ฎ๐™ค๐™ชโ€™๐™ง๐™š ๐™จ๐™ฉ๐™š๐™ฅ๐™ฅ๐™ž๐™ฃ๐™œ ๐™ž๐™ฃ ๐™ฌ๐™ž๐™ฉ๐™ ๐™ฎ๐™ค๐™ช๐™ง ๐™ค๐™›๐™›๐™š๐™ง ๐™ฉ๐™ค๐™ค ๐™จ๐™ค๐™ค๐™ฃ.

Itโ€™s annoying for the prospect as they feel like they havenโ€™t really been heard AND theyโ€™ll feel like theyโ€™re being sold to!

Just like if you went to your doctor and said โ€œIโ€™ve got a rashโ€ and the doctor immediately responds with โ€œAh! you need this creamโ€ without asking any questions.

A discovery call is about asking deep dive questions that enable you to gain a complete 360 degrees understanding of your prospect’s position.

When you have that view, then it would be out of integrity not to offer your solution if itโ€™s a fit.

๐˜ฟ๐™ค๐™ฃ’๐™ฉ ๐™ž๐™จ๐™ค๐™ก๐™–๐™ฉ๐™š ๐™จ๐™–๐™ก๐™š๐™จ ๐™–๐™ฃ๐™™ ๐™จ๐™š๐™ก๐™ก๐™ž๐™ฃ๐™œ ๐™–๐™จ ๐™– ๐™จ๐™ฉ๐™–๐™ฃ๐™™๐™–๐™ก๐™ค๐™ฃ๐™š ๐™–๐™˜๐™ฉ๐™ž๐™ซ๐™ž๐™ฉ๐™ฎ.

Following on from point 4, your daily activities of sharing your mission and your message, inspiring with your valuable content and teaching tips is all part of the bigger picture.

Youโ€™re developing know, like, and trust.

Youโ€™re building a following and attracting your ideal clients and people are โ€˜buyingโ€™ into you even before they reach out to start working with you.

๐™”๐™ค๐™ช๐™ง ๐™ฅ๐™ง๐™ค๐™จ๐™ฅ๐™š๐™˜๐™ฉ๐™จ ๐™–๐™ง๐™š ๐™ฅ๐™ง๐™ž๐™ฃ๐™˜๐™ž๐™ฅ๐™–๐™ก๐™ก๐™ฎ ๐™˜๐™ค๐™ฃ๐™˜๐™š๐™ง๐™ฃ๐™š๐™™ ๐™ฌ๐™ž๐™ฉ๐™ ๐™ฉ๐™๐™š๐™ž๐™ง ๐™ฅ๐™ง๐™ค๐™—๐™ก๐™š๐™ข๐™จ ๐™–๐™ฃ๐™™ ๐™ฌ๐™๐™š๐™ฉ๐™๐™š๐™ง ๐™ฎ๐™ค๐™ช ๐™˜๐™–๐™ฃ ๐™๐™š๐™ก๐™ฅ ๐™ฉ๐™๐™š๐™ข ๐™ค๐™ง ๐™ฃ๐™ค๐™ฉ.

Donโ€™t waste time describing how awesome your coaching is or trying to sell them your process of how you get them from their A to their B.

Surprise and delight them with your processes once they have signed on the dotted line. Until then talk in terms of the value and the pay-offs of working with you.

And a final word:

Remember why you started your business in the first place.

Access that passionate and purposeful energy and show up consistently, operating from a place of authenticity.

Sales arenโ€™t the blocker, only your mindset around it is holding you back.

Show up, large and in charge and share your message so those people who need you can find you!

Love Sanae x

P.S. – I’ve been coaching, mentoring, and training in sales for over 23 years – 17 years in Corporate financial services and 6.5 years in the online space, helping coaches to sell their coaching! If you want my help to do what you love, love what you do, AND get paid for it, then let’s talk. You can schedule a strategy call with me here.

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