Stop Selling Coaching, Just Let Your Potential Customers Buy You
Stop Selling Coaching, Just Let Your Potential Customers Buy You
First, to stop selling, you must ask yourself if you truly like to sell. Most individuals who enter the coaching field do not fee comfortable selling. Adopting this role as salesperson is a means to an end that being to actually work with the customer and earn a payment for the services. And, this belief, a means to an end is holding you back.
Imagine what would happen to your coaching practice if you actually demonstrated to your potential customers what you do through the quality of your questioning, your active communication skills, your ability to be truly authentic and in the moment. Sure, you might not meet and greet as many folks, however there is a reason that quality is usually better than quantity. Possibly, you must might start looking different, maybe like a Red Jacket, than all those other coaches and consultants in their gray suits. Sales Coaching Tip: Education based marketing is when you demonstrate what you do through your interactions, your expertise as an author and a speaker.
Now to stop selling does demand some behaviors that may not be your strong suit or your natural talents. This may require for you to assess your sales skills and talents especially those involved in interacting with people. Remember the focus should be on the other person. At least 9 times out of 10, your potential customer does not care about your certification, how much you know or how many people you have touched. What they want to know is will you listen to me, do you care about me as an individual not a means to an end, do you know about my specific issues and needs, how can you help me, right now!
With people having less time than ever before, scheduling an appointment in several days to a couple of weeks stops the urgency your potential qualified may be currently feeling or experiencing. You must strike when the iron is hot and even if possible, heat up the iron. What better way than to start demonstrating what you actually do, the value you bring when someone buys your coaching services.
Jay Niblick, President of Innermetrix, shared this analogy during a recent teleconference. In sales, many times you are attempting to push on a single rope being held at the opposite ends by your potential customer and yourself. This simply does not work. If you can have your potential client pull you over to his or her side, isn’t that a lot better and far more easier?
TAKE ACTION SALES COACHING TIP: Write a goal to have one authentic exchange with a potential client or qualified potential client at your next business networking event. Expand your knowledge about education based marketing. Remember, people buy from people they know and trust first and then the products and services second.
Stop Selling Coaching Just Let Your Potential Customers Buy You - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Many executive coaches to sales coaches are constantly attempting to sell their coaching services and even products using a sales based marketing approach. Through interruption marketing tactics such as mailing flyers, doing direct mail and even purchasing media print, radio and tv (cable) space or time. Because these individuals are so focused on their goal to increase sales, they turn off more potential qualified customers (a.k.a. prospects) than they turn on.
First, to stop selling, you must ask yourself if you truly like to sell. Most individuals who enter the coaching field do not fee comfortable selling. Adopting this role as salesperson is a means to an end that being to actually work with the customer and earn a payment for the services. And, this belief, a means to an end is holding you back.
Imagine what would happen to your coaching practice if you actually demonstrated to your potential customers what you do through the quality of your questioning, your active communication skills, your ability to be truly authentic and in the moment. Sure, you might not meet and greet as many folks, however there is a reason that quality is usually better than quantity. Possibly, you must might start looking different, maybe like a Red Jacket, than all those other coaches and consultants in their gray suits. Sales Coaching Tip: Education based marketing is when you demonstrate what you do through your interactions, your expertise as an author and a speaker.
Now to stop selling does demand some behaviors that may not be your strong suit or your natural talents. This may require for you to assess your sales skills and talents especially those involved in interacting with people. Remember the focus should be on the other person. At least 9 times out of 10, your potential customer does not care about your certification, how much you know or how many people you have touched. What they want to know is will you listen to me, do you care about me as an individual not a means to an end, do you know about my specific issues and needs, how can you help me, right now!
With people having less time than ever before, scheduling an appointment in several days to a couple of weeks stops the urgency your potential qualified may be currently feeling or experiencing. You must strike when the iron is hot and even if possible, heat up the iron. What better way than to start demonstrating what you actually do, the value you bring when someone buys your coaching services.
Jay Niblick, President of Innermetrix, shared this analogy during a recent teleconference. In sales, many times you are attempting to push on a single rope being held at the opposite ends by your potential customer and yourself. This simply does not work. If you can have your potential client pull you over to his or her side, isn’t that a lot better and far more easier?
TAKE ACTION SALES COACHING TIP: Write a goal to have one authentic exchange with a potential client or qualified potential client at your next business networking event. Expand your knowledge about education based marketing. Remember, people buy from people they know and trust first and then the products and services second.
Stop Selling Coaching Just Let Your Potential Customers Buy You - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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