Sales conversation

Jul 9, 2023 | Professional reflections

I've worked, under the guidance of Coach pony, on developing a sales conversation to have with potential clients.
I’ve worked, under the guidance of Coach Pony, on developing a sales conversation with potential clients.

We have yet to work on sales funnels. However, I remember the advice from the KPI course, which suggested selling the P4P, not the core. The P4P should include a sales conversation to take the client onto the core product.

Christie suggested that we offer a freebie to potential clients, either a free coaching session or a free telephone/Zoom/face-to-face consultation. I opted for the latter, which seems to me to be more in keeping with the journey and also means I do not have to (yet) develop a free-standing coaching session on a particular subject.

The BARB philosophy is that coaches should not sell coaching. Instead, they should educate people on the benefits of what we do and how it can help clients. This means meeting clients where they are in life and understanding their dreams and pain points, not rushing off to sell a coaching package.

With this in mind, I developed a structure for a coaching consultation, and tested this on one of my test couples, who not only claimed to like it, but asked when they could start.

The coaching consultation structure

Introduction

“I am really glad you have found the time today to talk. I just want to check my understanding that we are here to talk about how life coaching can help you live with security and a renewed purpose now that the kids have left home.”

Pause (assume affirmative)

Agenda

“Okay, I’m glad we agree on this. Let me tell you how we use our time together. First, I would love to hear more about you, your circumstances, and, in particular, what’s really challenging you now. Then, with your permission, I’ll spend a few minutes telling you about my philosophy and the process I use to support my clients. Finally, we can have a discussion about whether coaching is right for you and whether I am the right purpose to deliver that coaching.

“I need you to understand that, as a coach, I want to make sure you make the right decision about moving forward. This consultation is about helping you make the right decision, not selling coaching. It is a partnership decision. Does that make sense?”

Pause (assume affirmative)

Exploration

“Okay, that’s excellent. May I spend a few minutes hearing about you?”. Discussion based on questions including:

  • Why is this a priority for you now?
  • What have you tried so far and what g=has been the result
  • What is concerning you now?
  • What challenges will you face now and in the future?
  • Does the future worry you? Do you see the future as a chore or fun and exciting?
  • Have you worked with a coach before?
  • How do things feel a year from now if you do nothing?
  • Do you have any questions for me?

My coaching philosophy

Three pillars

  • Purpose comes from contribution
  • Money is a means to an end, not an end in itself, so focus on your relationship with money
  • Take personal responsibility for your actions and embrace mistakes with compassion.

My coaching process

Three phases of coaching are based on the FUTURE process: exploring your internal and external world, working out where you want to be, then implementing, dealing with change, obstacles, etc. In the process, find transformation.

Six steps, and I just want to expand on the first three to see if you can relate to them

Our first step is Foundation, where we create a picture of what’s happening and how you feel about it, covering everything from your mindset to wealth. Maybe you wake up some mornings feeling anxious and uncertain, especially now that the kids have flown the nest and old routines and challenges have vanished. Understanding where you are now, even if you’re unhappy with your situation, will ease your anxiety. We do this step first to establish a firm foundation and give you peace of mind as you make informed decisions and build a plan for the future.

In our second step, Utopia, you’ll work out what you want your life to become to have a clear idea of where you’ll be heading. Maybe you’d like to set up your own business, volunteer, take up or improve a skill, or travel more. You will decide who you want to be, what you want to have, what you want to do, and the values you want to live by. We do this step now because setting your new direction and identifying clear goals will light your torch and give you the vigour, energy, and drive to realise your dreams.

The third step, Transformation, is our opportunity to address practical and emotional challenges that arose as you crafted your vision. Maybe you’ve found yourself struggling with feelings of fear, worthlessness, being undervalued, and “I can’t…” Or, maybe practical concerns about your health, finances, and networks have surfaced. Doing this step now ensures you deal with challenges and make steady progress towards the wiser, more resilient people you are.

Does this resonate with you? Do you think this would help you find a new purpose and security?

Last three steps are about developing a plan, implementing the plan, using your resources and building new resources.

Cost

(wait to be asked). A 3-4 months programme. You will be looking at investing between £1,345 and £2,680 in yourself, either upfront or in three instalments. Depending on which service you choose (which I sent you), this will include email contact and self-study programmes, workbooks, and recordings. Apply to the rest of your life.

The money objection

  • Usually about value, not money; overcome with questions including:
  • If money were not an issue, would you still do this?
  • Do you need to give yourself permission to spend money on yourself
  • How does this compare with other big spends (holidays etc) and how die you feel afterwards?

The time objection

  • Find out if permanent or temporary
  • What is taking up your time: work, home, family, or leisure?
  • Are you constructively and meaningfully busy, or is this just busyness?

Closing
What does life look like a year from now? What are your options here? If you don’t go the coaching route, how will you find security and purpose? How do you feel about spending this money on yourself rather than others?

Here is the thing. No one helps you after the kids have fled the nest. See this as knowledge, learning as well as personal development.

So, based on what you have told me, I would like to invite you to join my coaching cohort. Which service would you like, basic, plus or premium? I can schedule our first session next week. Do you want to get a time in the diary? Then I’ll send you a contract and get your card details, but I won’t charge the card until I get your written confirmation, and I’ll give you the three-month payment plan.

 

What do you think?

Your views are important, and your fellow readers would love to hear your opinion,
so share your thoughts in the comments box below, and thank you for your time and generosity.

What do you think?

Your views are important, and your fellow readers would love to hear your opinion, so share your thoughts in the comments box below, and thank you for your time and generosity.

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