How You Can Succeed & Grow As A Coach
Making a sales call is difficult – let’s face it. It would be quite rare to find a life coach who actually enjoys cold calls and sales calls. They can be awkward, they can be cringy, and they can certainly be full of objections and rejection – but that doesn’t mean that they aren’t necessary. The fact of the matter is that far too few coaches actually know what to say and not say when making a sales call. This leaves them stumbling on their words, floundering on their pitch, and struggling to actually connect with a caller before the inevitable “no thanks, I’m not interested.”
However, experienced life coach and wildly successful YouTube personality, Isabella Sanchez, is here to dispel all of that fiction and mythology from the minds of coaches around the world. In speaking about sales calls, she says:
“Sales calls are too important to screw up. It isn’t rocket science, but it is a science – and it’s certainly one that most coaches aren’t taught. So, how can you really blame them for making a few mistakes when making their sales calls? You can’t! We all make them, we all have made them – but in the same breath, we can all learn to avoid those mistakes to raise our sales call conversion rate.”
So, What Does Isabella Think You Should Avoid? Let’s Take A Look
“When I’m talking to other coaches, one of the biggest things I try to emphasize is to limit the amount of words that you say during a sales call. In other words, keep things short and simple. Don’t talk too much. Instead, simply make your pitch in a clear and concise manner, and give your potential clients some time to respond. It’s okay if they pause, and it’s okay if they ask questions. If you bombard them with too much information to process over the phone, it’s likely that they’ll feel overwhelmed and will automatically default to a negative response. Instead, keep things short, simple, sweet, and to the point.”
“One thing that I always try to do when conducting a sales call is to ask for permission to make my pitch. Obviously, I don’t say it in those terms! Instead, I’ll introduce myself as a business coach, and I’ll explain what I do and why I do it in about two sentences or less. Then, I’ll ask for permission to go a bit deeper into what it is that I do and what I can offer them. If they give me permission to continue, then I’ll know that I’ve struck a nerve, and that there is some interest there. And for anyone working a sale, that little bit of interest is a huge confidence booster that can and will aid in the growth of that conversation.”
“Focus on the potential value that this person will gain from working with you. Once they give you permission to go deeper, don’t simply ramble on and on about what you’ll do. Instead, put the emphasis on how your coaching service will impact their life. This is your opportunity to be clear on the vision. Explain to them how their life will be different with your service, and you’ll set yourself up for success in most cases.”
Success Is Attainable
By learning to avoid common mistakes, Isabella has quickly become a top sales call performer, and she wants to share what she’s learned with her fellow coaches too.
