Episode F.025 Coach to Close

Show Objectives
Coaching is needed now more than ever. Unfortunately, recent events mean the possibility of even more objections to your coaching offer. This week’s theme is focusing on selling your coaching services and overcoming objections. Here is what I know: Every sale is the same. When we understand and apply language patterns (NLP) to the sales process and “coach” our clients to overcome objections we will be able to serve more business owners and help them in a really difficult time. 

​What Objections really mean
There are very predictable reasons why potential clients give us an objection to our coaching offer instead of a yes. When you know and understand these reasons, you will be able to coach potential clients to a “yes” and provide a service you both know is a good fit and will benefit the clients.

Five Core Elements of every sale

1. They must love your product or service
2. They must trust and connect with you, the coach
3. They must trust and connect with your company that stands behind the product
4. You must lower their action threshold
5. You must raise their pain threshold

Creating Rapport
According to NLP, rapport is the art of combining our words, tonality and body language in order to connect with another person. You must be in rapport with a potential client in order to move past their objections. 

Types of Prospects
Not every prospect is a good fit for you or your offer. There are basically four types of prospects. Learn to recognize why type wants to get on your calendar in order to talk with more ideal prospects and save valuable time.

1. Your prospect is motivated to work with you and wants, needs and will benefit from your services.
2. Your prospect wants, needs and will benefit from your services but does not feel the urgency to remove the pain point now.
3. Your prospect is “coaching curious” and wants to know more about what you have to offer but doesn’t really understand how you can help them.
4. Your prospect was “dragged” to your sales meeting by a partner, friend or outside influence. They really have no interest. ​

​Written by: Donna Kunde