Mastering the Art of Coaching Sales Calls: Key Insights from 'The Coaches Journey PodcastNov 12, 2023
In the dynamic world of coaching, the ability to conduct effective sales calls can be the difference between success and stagnation. In a recent episode of "The Coaches Journey Podcast," hosts Daniel and Faisal dive deep into the nuances of coaching sales calls, offering valuable insights for coaches at all levels. Let's explore their wisdom and how it can transform your coaching business.
Embracing the Sales Mindset
- Daniel and Faisal emphasize the importance of embracing sales as a core aspect of coaching. Many coaches shy away from the term 'sales,' but recognizing that your first interaction with a client is, in fact, a sales call is crucial. This mindset shift can dramatically impact your success in converting prospects into clients.
The Unique Nature of Coaching Sales Calls
- Unlike traditional sales calls, coaching sales calls aren't about selling a product; they're about selling transformation and possibility. Understanding this unique nature helps in tailoring your approach, ensuring that you're not just selling a service, but facilitating a journey of change for your client.
Structuring Your Sales Calls for Success
- Properly structuring your sales calls can significantly enhance their effectiveness. Daniel and Faisal mention an upcoming masterclass focused on this aspect, highlighting how a well-structured call can lead to better engagement and higher conversion rates.
The insights from Daniel and Faisal on "The Coaches Journey Podcast" are a goldmine for any coach looking to refine their sales approach. By embracing a sales mindset, understanding the unique nature of coaching sales calls, and structuring your calls strategically, you can significantly improve your ability to connect with and convert potential clients. Remember, in coaching, you're not just selling a service; you're offering a path to transformation.
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All right. We are live here on our podcast. Welcome to the coach's journey. Podcast. Hey, this is Daniel here. I'm here with Faisal and we just wanted to jump right into this episode and tell you all about the three things you should never forget when you're doing a coaching sales call. Now coaching sales calls are different than normal sales calls.
Coaching sales calls are not normal sales calls in many senses of the word, because the coaching sales call. It's selling something very different than a widget or even an online program. It's a very different kind of game. So we want to talk about the three things [00:01:00] that in a coaching sales call, you want to not forget to do.
So stay tuned. This entire podcast will be awesome. We might even drop more than three. So cause we have so many things we can talk about, but there's three big ones we want to talk to you about. If you don't know how to do sales calls, or if you are struggling to convert people in your sales calls, really focus on how you're doing these three things.
And we'll get into each of those. And so just really quick. We are sponsored by Coaching Mastery Community and there's so many people are joining that that program just for just for the community aspects. And we do, we do have lots of paid programs that will help you in your coaching journey. But for now, this podcast, totally free.
We just want to support you in any way that we can. Faisal, did I forget anything before we jump right in here?
Yes, we're gonna, we're, we actually do regular master classes. For coaches, and we do them for free within our community. The next one is coming up on the 16th. And it's going to be actually on how you structure your sales call, delivery call that you do.
And we've done this before. We've had a, like, [00:02:00] like such a great turnaround on that. And the feedback we've received that, Oh, if I had the structure, my calls would be much better from the coaches that are here. That's going to be on the 16th of October. We're going to share the link by Monday. So if you want access to that.
If you're in the Facebook group, just type hashtag delivery below. We'll be able to send it to you personally. And if you're listening to this on the podcast, please make sure you podcast or YouTube, make sure you leave a review, like it, share with any coaches that you might know, because the reason why you started this, because we know that coaches are struggling in this area, 90 percent of the coaches are not making enough.
They're not serving people at the highest level and we want to change that in our community and not because all we think that we're better. We have gone through that journey where we've struggled through that process ourselves. We're not just random people that created this community. We're coaches.
We're actually serving people right now outside of this community and doing this work.
Yeah, that's awesome. I'm so excited for. For you to learn more and join our community because of what, how it's going to help you as a coach. But I'm also really excited [00:03:00] to talk today about some of the things we've learned along that journey.
So really, really excited for our three things. Fazal, do you want to just jump right in? Yes.
And you, you might want to wait for the third one because that's probably the most important one because the first two is actually how every sales call is. And like, that's the, there is a foundational element of sales calls and that's part of coaching as well, because, and, and a few, a few, and just maybe I'll, I'll get started with a few mindset things.
The reason why we put sales call is on purpose, because a lot of coaches are afraid of calling it sales. And that's very important to think about is that, that, that deal, that first call where you're serving client, where you're actually coaching them, that is a sales call, because there is an offer associated with that.
You want to support them moving forward. They feel aligned with that journey. And a lot of coaches, they have their own challenges with sales. So as a starting point, if you have a problem with the term sales, money, business, anything like that, those are things to [00:04:00] be, you need to deal with in your psychology, because that's, that's something you're going to project and bring into your sale and into your coaching calls, and it's not going to serve the client or you, and it's going to negatively impact your business and the client.
That is so awesome. Like that's not even the first one, but what Faisal just said is so important. Like, cause so many coaches, they're afraid of sales because sales sounds pushy, it sounds slimy, Ooh, sales. I don't want to sell people stuff. And actually maybe, maybe you do, if that stuff actually is what they want and good for them.
So sometimes if you want to get over the issue, think of sales as a synonym for impact. Right. You need it in your business. Otherwise you're never going to coach long term. You're never going to be able to make it as a coach if you don't make sales. So therefore, how can you do that? Sale be authentic, be serving the person, have a real impact that happens not only in your coaching program, but also in your sales, that's part of the program, whether they sign up or not, you're always helping people, serving them through the impact you can [00:05:00] create.
In the sales conversation, you want to know how to create that impact. We're gonna tell you three things right now. That can almost guarantee you're going to have a positive, powerful impact on the person you're with in your sales call, even if they don't sign up for your program and who doesn't feel good about that, right?
They left a sales call improved better. And maybe some of them will want to join you in your program. Like that's a win win for everybody. So when you think about sales, think about it as a win win, not just, Hey, you make me money. It's about me. No, no, no, no, no, no, no. It's I'm here to make a difference for somebody.
It's a sales, it's an impact. It's part of helping and serving.
And, and I love that because and then the first part of coaching and for anybody is your client zero and you need to figure out, and then this is as much as we want to believe that, but coaches are not immune to blind spots, blind, blind spots, challenges, and all that stuff.
We, yes, we've gone through a journey. We have struggled with a lot of things. We've worked through quite a few things, but this is a new [00:06:00] challenge, especially if you're building a business, it's actually incredibly difficult. You're going to run into a lot of challenges emotionally, mentally and, and learning a lot of skill sets that are not familiar to you.
And, and there, there's a lot more happening than you, you, you would imagine. And so kind of having the grace, but also understanding that you need to go through that core journey. So taking care of this before you get on a sales call is very important. So that doesn't mean that you shouldn't do sales calls, just be intentional, be aware that those things might show up.
So jumping into the first point. And this
is the, before you say the first point, I want to say, say like, even people, so that what Faisal just said is true. If you don't have sales experience. You're gonna, you might struggle with the sales process, but even if you do have sales experience in a coaching context, you may still struggle.
I was thinking about somebody I know who has a great sales background, but the coaching sale is a little bit different than your typical sales back. And there's some definite things that are the same and similar skillsets that you need, but in [00:07:00] coaching, it's even a little bit different. It's one of the reasons that Even since we're an experienced salesperson, they sometimes struggle with setting up and making those sales calls because they're not thinking there were their own stuff as a human is wrapped up in their, their own resistances, their own insecurities.
And so today we're going to talk about, Hey, the three things are going to help you with your own insecurities. Cause it's not about you anymore. It's about. The client let's jump into that first one.
Yeah. I love that before I don't want to get to keep delaying the first one story. So so what actually a couple of our members, one of them had a sales background, which is actually a benefit in the coaching world, but it does not, does not mean that you'll be really good at it.
You will start off in a good spot. But, but you need to tweak quite a few things. And one person came from a sales background, the other on business, both of them were struggling. I got on a call with them, actually the. One of them, he's actually doing very well right now. He's not even in our program yet.
He's actually considering joining the program right now. But now when we had a conversation a few months ago he's, he's like, I come from a sales background. I understand outreach. I understand [00:08:00] prospecting. He was doing all that stuff. And then I'm like, okay, that's great. Do you know all that? Cause most coaches struggle with that.
Then I, I kind of dug in a little bit. What is he doing within his sales call? And he was missing a key point, which we're going to share at the end of this, but all he had to do is wait. Point number three, all we had to do was tweak that and he went from just making a few hundred a month to right now he's making 6, 000 a month.
And, and he didn't even join the program. He just got that one value and he's like, I, I did very well and we're, and he realized that he's like, this is tough. You need support. You need a community. So he literally reached out to me last week. He's like. If you still have your program, I need help. And I got on a call with him.
He's like, he's like, I'm doing very well, but this is a struggle when you do it on your own. And he, he has a sales background. He's actually a really good salesperson. And so in this is where a community, even when you know the direction, you will make some movement forward, but you need to support constant feedback to move your business forward.
That's why we're here. So let's jump in. Are we ready to jump in the
Okay, [00:09:00] point number one, I'm going to give it a name. It's vision. Point number one is vision. I think if we can have discussion about this. I think one of the most important things in coaching sales calls, but also in many other types of sales calls is to help understand the client.
What is the client or the potential client? Or the prospect, whatever you want to call them or the person, the human in front of you, what do they want ultimately, what do they want in life in the area that you coach in? What is the, like the lighthouse that they're aiming for? Right. Like, what are some of the things that really matter to them?
Like, can you paint that vision clearly? So number one is I would say, you know, if I was to say really short paint a vision of what the goal is, what is, what does this person want?
Yeah, I love that. And actually, it's not just a coaching thing. And this is why this, the call you, you can name it different things.
You can call it a sales call, an influence call, a coaching color. They're all very similar to each other. But even a normal day to day conversation, let's think about [00:10:00] somebody who wants to give advice. Most people just jump in and say, Hey, you should do this. But they don't understand what they're trying to do.
They don't fully understand the outcome. They don't understand what they're trying to create. They're just Spilling a bunch of stuff that might or might not be useful. That's why most advice is garbage because it just doesn't work. They don't understand if it applies to them or not, and they haven't done enough digging.
This is why coaching works. And, and the first part of coaching is actually understand what the client is looking for, but actually more importantly, get them to understand what they're looking
Yeah. The point you're making myself is so important. You can't just go in and paint the vision. Like most clients will not have that much clarity about their vision.
Some of them will, and some of them won't. A lot of clients will go in and like, I'm not sure what I want and helping them figure out how to paint that picture can be so valuable in that call. Even if they don't buy coaching for them, you just changed their life, right? If you can help them get clear on what they want, like you're listening to this call right now.
Do you know exactly what you want? Like, what do you want in life, in business [00:11:00] and coaching to have any of that definition? You might have some hope you hope you start doing some journaling if you don't but getting your client to express those things that come sometimes what you want is like the opposite of like something you just experienced.
Like I just had this happen. I know I don't want that. I want this. And so like you can help them along the way to clarify, this is, this is about clarity and clarifying. And you know, in one session, they're not going to probably get total clarity on everything Otherwise life wouldn't be a struggle and coaching wouldn't be a thing.
It's because it's really challenging for people to define what they want oftentimes. And sometimes what they want isn't actually what they want until they go a little deeper. And so this is what you're helping them to define what it is that they actually
want. Yeah, I actually got off a call this morning.
I had a call with one of my clients and I've gone through 18 sessions with him around that. And I've already walked him through his vision. He was very clear about it. And the call was around congruence and alignment. And actually part of that, I actually got [00:12:00] him reconnected with that vision and see that future version of himself.
And he had his eyes closed. He's like, I was connected to my vision, but I just experienced a different level of that connection. So, because he was struggling with procrastination and overthinking and a bunch of stuff. And I saw that there was a disconnect between what he was doing and what was important to him.
And what connected with him is that, you know, the little tasks that I'm doing, because it's not just a task. It's connected to my purpose. It's connected to the thing that matters to me. He wasn't, his mind wasn't able to make those connections. And by the end of the call, he's like, holy shit. I thought I knew my vision until I just did this.
I was like, oh, that's incredible. So it's, it's not even, it's 18 sessions. And usually every session is about clarity. It might be around a different thing, but there's clarity that they're getting about themselves, about their path forward. But it takes a lot to get people to become clear. In fact, most of my clients have gone through at least over the course of a year, 10, 15 times the same, their vision building process for them to understand and their strategy.[00:13:00]
So with coaches, so looking at coaches it's very important for them to understand what they want. A lot of times coaches don't know what they want because, and then they struggle with sales because they don't associate that vision with the, that they have in their life, that. The coaching business is going to give them part of it is the meaning and impact, but part of it is the abundance they create through this business.
They don't understand. They can't, their mind doesn't know the connection between the number, the sales calls, the impact they're making versus the big vision that they're creating. They haven't thought this through enough.
Yeah. So you're making a super important Faisal even so you can spend. a year weekly with somebody clarifying a vision and integrating it into their soul into, you know, so they feel it every day.
And also it'll change over time because they're going to learn things. But in that first session the impact session, the sales session that we talk, we're talking about here getting them to feel something is really, really important when you're painting that vision, getting to really feel it deeply.
And one of the [00:14:00] ways that I like to do that is to really like ask them, like, What, what was the most important part of that? Like you're, you're, they're telling you all about what they want in life and business and relationships, and you can prompt them for those things. And like, what's, what's the most important right now for you in this moment?
Right. And, and really get them to feel why that's important. And and like having that, what would get them like those emotional connections they can make to their vision. They may have never felt their vision so deeply as in that part of the conversation and having that emotional connection for them, whether they sign up or not.
Will be so valuable to them in creating that. It'll give them that much more momentum towards it. And coaching with you, obviously it will give them a lot more momentum. One thing I like to do is tell them in the first few sessions, we're going to really dial that in better. And sometimes it lasts 20 sessions, like Faisal was saying to really get the vision clear and that's okay, different for everybody.
But we really want to get clear on that vision and dial it into your heart. That's what we're going to start our poetry program with, because once you have that, now you can decide what direction to [00:15:00] go in with people, right? So that like part one is paint that vision, make them feel something. About that vision, that's so important.
Yeah, yeah, for sure. And I lo and then by the way, the, the feeling part is the more important part because a lot of people will spill out what they want if they've thought about it to some degree. But it's very automatic, it's very mental until they get reconnected with it. And the, and, and we'll talk about that in the third point because you need some coaching tools to be able to do some, some of those things.
So the first part is figuring, helping them figure out the outcome. And then the second part of it is what's in the way. What are the, what are the challenges
they're having? Yeah. Some people call these the pains. Some people call them the struggles. Some people call them the challenges, the obstacles.
And a lot of time, whether you know your vision or not, you may or may not still know what those are. You may be feeling them. You may be feeling in your life that things aren't working. Things are in the way things are like really creating resistance for you, but you may not [00:16:00] know. What those things are or how they're affecting you.
And that's a really big part of this. So like how helping clients articulate what those struggles, pains, resistances, challenges. Obstacles are on the path to that vision, which they may not even realize was the vision until they had this conversation, but it's like, can they articulate it? And if they can't help them articulate it.
So this is a really cool point because when, when we were talking about this before Daniel and I, we were talking about this topic and I shared something and I was like adding value, but this, like, if you're new in coaching, you might not notice it. But the fact that you're walking them through this process is the actual value of the session.
It's huge. They might've never thought about this in the way that you're doing it. So for example, I work with a lot of investors. Their whole idea of their vision is I just want a life of freedom. Like, like they will have a couple of pieces in there, but it's very surface and it's like, I mean, they don't know.
And they're [00:17:00] given the words like they're fed the words by some influencer or somebody saying that, oh, like, I want to do what I want when I wanted, wherever I want, whoever I want to do it. They all say it like in that order. And I know that it's not them. It's somebody else has painted that picture for them.
They haven't done that again. But when you go actually deeper, it's actually very unique for every person. There are some general themes for everybody. Around time, freedom and resource freedom and financial freedom and their relationships. But the uniqueness comes out when you go to the details of people's lives and what they feel around that.
And then within that, now they started when we go into the challenges in the beginning, one, like Daniel said, it might be the first time for them to even go into the details to whatever challenges they thought was. might not even be the actual challenge. So this is where a lot of novice coaches, they might go in there saying like, let me jump in and help them figure out that challenge.
That might not be the challenge. Go a little bit deeper, do some digging around. How are they thinking about the challenge? How were they realizing in relation to that vision? Now, what might be in their [00:18:00] way? What and what I'm at least in my sessions, what I'm looking for is. A big challenge, like it's something that they do not know how to resolve something that they're stuck in and I'll give some examples, but I want to hear Daniel's take on this too.
like to get like as many challenges that are in the way of the vision as possible, like get some, because here's the thing, if they say the one big challenge or the one small challenge and they see like some hope to solving that. They, they may not recognize that there's 50 different challenges that are actually stopping them.
It's like that. It's like, there's a boat in the Harbor, right. And it's got all the ropes and you may be able to cut that one rope and the boat moves an inch, but it's still got 49 ropes attacking you. Like you want to identify what are all the ropes that are preventing you from moving forward as many as you can.
I like to go, what else, what else, what else, you know, and then like, we'll get a feel for. Like what are the big ones? Like what are the real big ones? The ones that you can't solve in one session, big ones that you can't solve in one thought or one action step, because the reason that they're talking to you most likely is because these are more complex problems.
They're more, [00:19:00] they're more difficult problems and they're not going to be simple solutions. Whereas everybody's looking for that bullet. Oh, if I had this call, I'm going to get a silver bullet. It's going to solve all my problems. You know, it was like, no, we got to do the work, cut the ropes and figure out what all those challenges are.
And so. As many, you want to, I want to generate as big a landscape as you can on the vision and the challenges. That way you have identified a huge amount of things that are really important to them and that are really going to hold them back in order to achieve what they're trying to achieve, right?
And so then from there, you can find, I think I agree with you Faisal, that you can find something big that's really, like, what's the most, the hardest one? What's the one that feels the most challenging? And like, why does that feel so challenging is a really good conversation to have. So you can get clarity on the obstacles that are like the highest weight in their hearts.
And then why is that so hard? It's like, you know, what, what, get them to feel that too. Feeling the vision, feeling the pain of the challenge of the struggle is, those are the important pieces of getting them to really connect to what's true for [00:20:00] them.
I, I, I love that. And, and, and I, Daniel clarified what I was trying to say.
So the only way you're gonna find out what the big challenge is if you explore all the challenges and give them the space to help you understand what, how long have they been dealing with this? What have they done to work through this? What have been the actual struggles in there? And what is it that they deal with in their day-to-Day life?
Because ultimately what's gonna matter is. And I'll give you some examples around this. A few of the clients that have signed up with me for the past few years, like the challenges, the big challenge show up in these forms. This might not be true for everybody, but for one client, he had done so much work.
He was a professional athlete. He's an investor, a bunch of stuff he was doing. Like, if you look at him, he's like an incredible high achiever. And he's built an amazing external life. But then when we went into the conversation, you know what he was seeking? He literally spelled it out and I could feel his pain when he was, he's like, you know, you know what I want more than anything else.
Cause I think that's what he saw. And this is what you model as a coach as well as like, whatever you've worked on will [00:21:00] show for clients. He might've just subconsciously seen that. And he's like, you know what I want? He's like, I want. 50. He literally put it this way. I want 15 minutes of pieces in my mind and I have a feeling that you have that he just, he didn't know if I checked in with me.
He's like, do you like, okay. It was like, what would that look like, like in your life? Can you describe? He's like, when I'm sitting with my family, I just want to be there and I don't want to have to worry about all the shit that I have to do and all the things that I have to take care of when I'm sitting with myself.
I don't want to have to feel guilty. I don't want to have to feel shaved. Quack. And, and like, it might've not seemed much, but when we dug in and said, there is like, he has been trying to work that out for years. He did not know what to do in that area. And that's there.
And that what you've done in that, in that conversation, you've identified not only what he actually wants, this is a big part of his actual vision, like peace of mind, like that's a big part of the vision.
And he might've said, like, Oh, I want my income to be here and I want my, [00:22:00] you know, relationship to be there. And I, but what he actually is driving a lot of it is peace of mind. And so to me, you need, he needs a peace of mind coaching program might be the way you name that program for him. But what you're doing in this process is identifying all the things that are.
Taken away from his peace of mind and all the obstacles that what like, why haven't you gotten that peace of mind, right? What has been in the way what's in the way right now, you know, and and like how does that feel? Like what's it doing to your relationship your finances all those things that he said wasn't what he wanted, right?
And what's it doing to your peace of mind, right? Having them feel that when people say like when people really connect deeply to what they want And feel it and people can really to what's in the way and feel it. There's a transformation that happens. They realize, like, things about themselves. And that's why I love calling these sessions Discovery Sessions, because you're learning a lot about the client, but they're learning about themselves, like, that's the most valuable thing is like, discovering things about yourself that you couldn't [00:23:00] see before, or that you didn't take the time to reflect enough with the right, you know, prompts to be able to see, right?
So that's, I love the word discovery for this process, because those first two points are all about discovering the client's vision and the client's struggles. Basically, and for them discovering it to most of the time,
and you're also pointing to them. And you're also pointing to the purpose of these calls.
Yes. The purpose is to serve and support them. But actually, the bigger purpose in these calls is to help them make a decision that moves them forward in the direction of what matters to them. And if that decision is get the support that they need, this is why they need to feel the pain. A lot of people make decision decisions more out of pain than they make out of like what they see.
And this is why we need to, and this is not of the way, well, I want to give them pain. No, most people don't feel their life in general. But when they actually feel that their vision when they actually feel what they're going through, you're connecting them to their life. They're not, you're not making them feel pain.
[00:24:00] You're actually connecting them to what's happening in their life. They might be avoiding all sorts of things. I mean, they might be struggling in their relationship. They might be struggling in their business, but they don't feel it because they're in their mind and they're in their head and they're just going through the motions.
But when they feel it in that call, they see the significance of it. And then the last point, and there's so much in here, by the way, we're going to cover all this. I was like,
wait, wait, wait, wait, wait, wait, wait, making people feel pain is hard for a lot of coaches, but the reason they're talking to you is they haven't felt the pain deeply enough to actually do the right things about it or figure out what to do.
They've been putting off feeling this pain and they've been therefore putting off solving the pain and the conversation with you stops them so that they can actually feel that pain. And actually make a decision to do something about the pain and you're there with them supporting them, they will feel that you could be the help that they need on this problem on this path.
And if you know that you can help them with this path and they know that you can help them on this path, the decision might be, let's coach together so I can solve this pain together. Right, that might be the right [00:25:00] next step for them. And you can do that in integrity if you believe that. Right. So what's point number three, let's let's let's we don't have tons of time left so let's let's try to get point number three in here.
We've talked all around it so many times already. So go ahead, Daniel.
You can give you a heads up. And so just keep in mind, there's a lot in here where we're trying, like, it might sound overwhelming to hear this stuff, especially if you're starting out. But, but know that we're doing it to our master class on this.
So we go into the actual framework of how we do each pieces on the 16. So if you want access to that, just type hashtag delivery. If you're listening to this on podcasts. Or video, you can actually type that in the comments there too, or send us a message message at info no support at coachingmasterycommunity.
com or join our Facebook group. You'll see the links, but the 3rd, 3rd point is this is where the coaching sales calls very different from a normal sales call and normal sales call. This is where you've got them to explore the vision. The or the outcome, the goal that they have, and then [00:26:00] you've gotten them to explore the challenges, obstacles in the way.
And then the middle, the gap is where your program comes in. So a lot of in a lot of sales call, they will just share. Hey, this can help you moving forward. And that might even be enough to some degree, depending on how high ticket your program is. And this is where if you're selling a higher ticket program, you want to do some work in here.
Plus, they need to see what coaching is because most people don't understand it. So. Based on the challenges that they've shared, if you've identified one or two big challenges in there, you're actually helping them through that with your coaching process and tools. So this is where your tools come in as coaches and your modality will determine what kind of tools you use, whether you're a high performance coach, transformational coach, conscious parenting coach, or some other compassionate inquiry coach, whatever coaching you do.
Your tools or NLP, your tools will come in useful to help them through a part of that challenge. And they actually see that you can actually support them. So they see that you're competent enough to help them. [00:27:00] And they don't just see the call as, Hey, I just got on a call to do that, even though the discovery is very helpful.
This helps them get it, gives them a better view of what your coaching is going to be about when you talk about the offer, because what it will literally be like by the end of the call is that, Hey, Was that helpful? Would you like more of that kind of support? And then you're just describing your program of how you're going to work with them.
So you're bridging the gap, but you're doing it by demonstrating your coaching process. So they understand it in experience rather than you talking about it in concept.
I love that Faisal. And if anybody missed it, point number three is demonstrate coaching. That's what Faisal was talking about. You need to demonstrate What coaching is most people will not know, or maybe they might think they know.
But they haven't experienced it with you. Like the difference with, so, and so I'll set a normal sales calls where you do the vision and the pain. Actually, I think a normal sales call is usually not [00:28:00] that discovery oriented. Like a lot of sales calls will be like, here's what we do. Use what you need it by now, by now.
And so like, that's like, like to me, the vast majority of sales calls are terrible. Nobody wants them, but. People, when people have these sales calls with you, you probably don't even need to call them sales calls for the customer, but in your own mind, you can call them an impact or sales call. When people come in as calls with you, they should expect.
To have a very life changing conversation. That's the beauty of this, this format and this, this key thing, the sales call. If you just did the vision and the struggles alone, that will be life changing. You probably could make an offer if you did that coaching really well to clarify clarification, coaching is coaching, but as I was getting at, there's another level of coaching that you can do, which is actually make, give them progress in a specific.
Struggle or vision area, like find the thing that is going to actually make them feel a, they can make progress. That's a valuable thing on their own. If you, they leave the call didn't buy coaching, but actually feel more. More more [00:29:00] agency within themselves, more able to move forward. And they feel like they've progressed.
They've got some additional clarity. You can feel really good about what you just did. And it's not a salesy pushy kind of salesy feeling. It's a, it's impactful sales feeling. And that's really, that's really important for you to feel that whether they sign up or not. If you leave that call knowing that you made a difference because you coach them a little bit and they made some progress, if you can leave knowing that and do that enough times, you will be unstoppable because you have that confidence within that's what you're doing, not just selling stuff to people, right?
For sure, you need to eventually convert and sell people into your programs. You need to be able to have confidence that you can do that. But if you can get these sales calls done, you're going to gain that confidence so quickly that you're actually helping people.
And then there's so much in there that we can talk about, even our to our classes are not enough, but we at least give you the framework exactly of how we do these calls.
And it's based on actual the actual real [00:30:00] life experience of doing 2000 plus calls. And we're bringing together the knowledge of the community as well of how we're different members are doing these calls. So. It's actual feedback from the marketplace. That's very rare. We're not just giving you some theoretical knowledge.
We're giving you a practical experiential knowledge of what's happening. And then you can take that as a guideline and tweak it and experiment with it. We're going to cover that on the 16th of October, 2023. If you're listening to this after or before or whenever you can just send us a message or go to one of the links and we usually record these calls.
We'd be happy to share the recording for the call, or we'd be happy to share the link to register for these calls. Consider these three areas and the last part, the demonstration part will depend heavily on your coaching model as well. What tools you bring, how you and we don't have time to go into a lot of that, but we will be covering that on our delivery master class coming up.
Other than that, share this video with coaches because most coaches don't even know where to get started with this thing. Even if they were trained as a coach, they're not. told in these simple terms, what [00:31:00] you need to do in these calls. And they, they're given a complicated framework to work through or no framework at all.
And they have no idea because they don't have a business background for one thing. And two, they haven't done this enough to know what to do. This will be, might be very helpful for it. And actually this will be, I would have wanted to listen to something like this a few years ago. Yeah.
Aim to do a hundred calls.
Where you clarify a vision, clarify struggles, make them feel both of those things, do a little coaching, move them forward, and hopefully also make an offer if it's the right thing to do next, if it's not, then don't, right? If it's not the right fit, you can say like, it's not going to be a good fit, hopefully this call served you, right?
And here's some, some, serve every time. Yes, and make offers when it's right for the client. Right? Yes.
Yes. And like, and if you haven't joined our community, please do because we're consistently sharing these going deeper into these areas tomorrow. We have a. Mastermind discussion around this.
We're going to go deeper and our mastermind discussion that we [00:32:00] broadcast live, we have so much value in our community and, and we, people have said that there's more value in our free program than there is in a lot of people's paid program, and you want to be part of that, and that's by intention, because we want to support you to at least.
Get started and connect with some clients. And then on the backend, we do have programs that we can support you with to help you build a profitable and sustainable business so you can serve people in a bigger way. Until our next conversation, hope you have an incredible week. Please share your thoughts and insights below if you're listening to the live and we'll talk soon, right?
Bye. Take care.
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