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How to sell by coaching (not by selling)

How to sell by coaching (not by selling)
Rachael Howourth
Rachael Howourth
Founder, Director
My Sales Mentor
 

Posted: Thu 17th Jun 2021

Do you enjoy selling?

I wouldn’t be surprised if you said you find it sleazy, or spammy, or it makes you feel a bit yucky, that you don’t like asking for money – but thankfully I can say that after 25 years in sales, I’ve got past that point and work in a way I really enjoy.

I want to share some tips with you to get you selling in a way you also enjoy.

  • You do not need to feel spammy

  • You do not need to fear sales

  • You do not need to hide in your jumper when you start talking money

Coaching and selling have a lot in common.

You’d be forgiven for seeing salespeople as a bit loud, brash, over confident and ‘out there’. Who recoils when you hear the expression ‘Gift of the gab’?

The good news is that these associations are a load of rubbish.

I want you to get it out of your mind that selling and sales skills are for the loud, extroverted type.

Believe me when I say: if you are a coach, you are already qualified to be an amazing salesperson.

Hands up who’s heard of the world renowned ‘GROW’ model (it might be easier if I said hands up if you haven’t)?

  • Goal

  • Reality

  • Options

  • Way forward

This model is identical to the way a good sales call goes:

G: Where does your customer want to be? What is the ideal outcome for them?

R: How different is that goal to where they are now? Challenges? Mindset issues?

O: One of your client’s options is to work with you, one is to stay exactly where they are, and one is to work with another coach. Your job when you’re on your sales call is to get explicitly clear about their goals and reality and then help them to review their options.

When you’ve reached that point it becomes clear that you’re the right person to help them. You should ask: “Are you open to hearing how I can help you achieve that goal?”

This question gives the person you’re selling to the opportunity to have assessed their ‘G’ and ‘R’. Their answer will either be ‘yes’, which gives you the permission to sell, or ‘no’, in which case you can work through their objection/s and find a suitable option that gets them to ‘yes’.

W: Getting your client to commit. “We are going to work together on this programme that we’ve discussed as being the right option for your goals.”

When you’ve run through this way of selling a couple of times, I can assure you that you’ll have a newfound love for sales. It will become second nature and your sales calls will simply be a conversation between two people who can help each other.

Do you need to get some practice in? Message me to get you on the way to reaching your goals.

 
Rachael Howourth
Rachael Howourth
Founder, Director
My Sales Mentor
 
Hi, I'm Rachael and I'm on a mission to help coaches, consultants and online course creators to build and scale their business, so that they can celebrate sellout program launches and create passive income streams. As a sales mentor and business strategist (with 25 years experience), I get so much joy from enabling fellow online entrepreneurs to scale to 6 figures and beyond through strategy, training and coaching.  And I provide everyone in my network with free resources in my Members' Zone, which you can access for free here. The online coaching and course creation industry is so vast and still growing, and so there's a huge opportunity for you to create impact in the world by sharing and monetising your expertise.  I work with ladies all over the world, helping them to build a powerful online brand to support their business and enable them to attract clients with ease and confidence. I help my clients to; - Build a business model to start, grow and scale an online coaching business - Create a profitable online course, program or membership and launch it successfully - Attract new clients through the use of magnetic social media and online sales systems - Design high conversion funnels to achieve reliable enrolment into your programs and courses - Set and achieve high ticket income goals and build a passive, evergreen strategy for growth - Scale up their business, embracing a CEO Mindset and outsourcing for long term success   Here's some of the programs I offer; 🌟 Powerful 1 hour session to Build a 100k Business Model $127 👩🏼‍🎓 Authentic Sales Success School - a sales-focussed membership 👸🏼 Online Sales Confidence Accelerator - 5 week program 💰 Profit Project Program - 12 week program 🔮 Beyond the Next Level Mastermind - launching July 2021 💎 Attracting Clients with Ease - 1:1 Coaching Program for 12 weeks 💎 1:1 Coaching Program 6mth and 12mth If you're a coach or cousre creator with big ambitions, I'd love to speak with you.   Here's a bit more information about me as a person;   MY VALUES 🌟honesty 🌟integrity 🌟simplicity 🌟empowerment    I BELIEVE 🆙 We rise by lifting others  ✳️ Facilitation is a lifelong transferable skill 🆘 When business feels hard, stick to simple  ✅ Control the controllables, let go of the noise   WHO AM I REALLY? 👩‍❤️‍💋‍👩 Collaborator & Community Builder 🌱 Always learning & growing 📝 Sales Strategist for simple success  🔮 Eternal Optimist 😇 Your New Biz Bestie   I'd love to meet you - you can book a Personal Breakthrough Call here
 

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