Most business coaches have a love-hate relationship with sales.
They love closing the business coaching gig but hate the process of getting there.
The root cause of all this negativity is simple.
You’re making sales mistakes because you’re “winging it” — and that’s no fun! 🙂
Welcome to the third post in our three-part series on how to identify where you’re making unnecessary sales mistakes because you’re “winging it” in your business coaching sales process — and how you can take a “business coaching systems” approach to your sales process. You can find Part 1 here, Part 2 here.
Here are 3 more signs that you’re winging it in your sales process and how to fix them.
SIGN 7. Your Prospects Seem Guarded And Hesitant To Share Information With You.
You know that the key to making business coaching sales is to help your prospects share their pain points with you, so that you can demonstrate how business coaching can help. But if you find that your prospects just aren’t opening up, it’s because you aren’t adapting your presentation to their personality style.
The solution? Learn how to size up your prospects’ DISC profile fast, and adapt your presentation accordingly. Remember: D’s are confident and to the point; I’s are fun and happy; S’s are steady and slower-paced; C’s are careful and fact-oriented. When you begin your meeting with the prospect, ask yourself two simple things: what’s the subject of their conversation and what’s the speed?
If they’re talking intensely about the facts, you’ve got a D. If they’re talking intensely about people, you’ve got an I. If they’re talking slowly about the facts, you’ve got a C. If they’re talking slowly about people, you’ve got an S. This will help you click with them on a much deeper level, increasing your likelihood of closing the deal AND coaching them effectively once you have!
SIGN 8. Your Prospects Don’t See The Value Of Business Coaching.
There’s nothing more frustrating than being told by a promising prospect that they can’t “afford” your services or justify the cost of coaching. If you find this is happening to you on a regular basis, it’s because you’re failing to tangibly demonstrate the impact you can have on them.
The solution? Use the Profit Equation Worksheet. This is one of the most powerful closing tools on the planet. If you’re not using it to your full advantage, you’re leaving money on the table.
SIGN 9. You Leave Sales Meetings Without A Firm “Yes” Or “No.”
All too often, business coaches leave sales meetings with things up in the air — those dreaded words, “Let me think about it,” haunting your sales efforts. If you can’t seem to get prospects to commit, chances are it’s because you’re not asking for the sale clearly enough.
The solution? Learn a handful of solid closing techniques and practice, practice, practice. For example, Brian Tracy suggests an “invitational close,” such as, “If you like what I’ve shown you, why don’t you give it a try?” or an “alternative choice close,” such as, “Do you prefer the Gold or Platinum coaching level?” I also suggest you check out Sell it Today, Sell it Now by Tom Hopkins. Although I don’t necessarily recommend a one-call close for business coaching, this book is an amazing resource that will help you overcome your fear of closing and fix this problem once and for all.
Whatever you do, STOP winging it in your sales meetings, and start being systematic and deliberate in the process! When you do, both your sales and your income will soar.
P.S. I want to invite you to enroll in a FREE 30 Day Trial of the Coaches’ Coach members only site! It’s our complete business coaching system, including customizable marketing campaigns, sales scripts, client training materials, business optimization modules, and more. One of our members recently closed $1,500 in recurring monthly revenue after just 3 days with our system…think what that could mean for YOUR business! Get your a FREE 30-day trial.