Coaching Versus Selling · Expert Coach Certification

Coaching Versus Selling

I’ve been listening to a lot of sales calls from the coaches in Clients On Automation recently…

…and the common theme is that most coaches fail to make sales easily because they over coach.

The old ways of thinking that giving VALUE and COACHING means the client will buy from you does not work! Most coaches don't know how to give great value AND have their clients buy consistently.

Most coaches give great value BUT the client does not buy.

Sound familiar?

I know some don’t like the word “sales” – I get it!

But the truth is, as a coach, selling your coaching is the best thing you can do for a client.

Always remember…

…in “sales” your intention should always be to help your client.

That’s it!

So sales is coaching.

Your clients’ current way of thinking has put them in the current position they are in.

So when you’re on a sales call, what you need to do is to help your client shift their thinking.

If your client already knew what to do and how to do it, then they would already have the result.

But, as a coach, you must understand the psychology of selling as a coach specifically…

…or else you’ll go too deep into coaching and the client will not buy.

Worse than that though…

…the client will still have their problem!

You will not be able to fix your client’s problem completely in a 60-minute session.

If your client is going to fix their problem, they will need to buy your service.

Transformation takes time and effort.

They need your support to fix their problem.

The worst thing you can do for a client in your sales call is to have them think that what you have discussed is enough for them to solve their problem.

They will only go away and the problem will get worse.

Therefore, YOU MUST NOT COACH ON THESE SESSIONS!

You will still give high value in your sales call.

Because of your sales call, the client will be able to understand their problem on a deeper level.

They will be clear on the method they can take to get rid of their problem.

They will know the path to take that will eradicate the problem.

HOW TO ERADICATE THE PROBLEM is in your coaching service and they get that from working with you.

Everyone will buy if they understand the problem they have and why your path is the quickest to help them fix it.

The truth is we all have the resources we need to achieve anything we want.

Often though, we just need a person to show us how to get there.

If you are truly committed to making the biggest difference in your clients’ lives, then your ability to show your clients the path and sell them on that journey, is going to determine the level of impact you make and ultimately will determine the success of your coaching business.

Once you have uncovered the problem, you are not trying to solve it in this conversation.

DO NOT COACH.

You solve the problem through your coaching service.

If you would like to hear an example of how to do a sales call without coaching…

Comment below “SALES CALL”

And we’ll send you a recording of me reviewing a sales call my Business Partner

@Dave Mutter

did so you can hear a real-life example.

Happy selling!

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