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What do you say at the end of a sales appointment?

Where do you start to talk about your program and how you’re going to help people?

What do you say that actually gets them to say: “That’s exactly what I need!”

“That’s exactly what I want and sign up with you.”

That’s what we’re going to answer today.

Three Questions Came Up…

Alright, so I was in a Black Belt webinar on how to sell high price coaching and a question came up about, “What do you say right at the end of a sales appointment?”

You know when you’ve done everything you need to do in kind of getting the clue on their reality and their vision and what’s holding them back, and it comes time to start to talk about what you do.

What do you say at the end of a sales appointment?

Where you start to talk about your program that actually gets people to say that’s exactly what I need and get people to commit?

What do you actually say right there?

And so there’s actually six things you talk about, in three chunks.

So, the three chunks are:

  • Why
  • What and…
  • How

Let’s talk about them in order.

So, you’ve done everything you need to do, and at the end, you kind of summarize everything you’ve heard so far and you say, “Where do you think we should go from here?”

And people say, “Well, what do you think?”

Obviously, you’ve done a good job of diagnosing and now they want some prescriptions.  And so the first thing you’re going to do is you’re going to talk about “Why”.

Why Should They Choose You To Coach Them?

And so step#1 is to talk about the problems that they’ve got, and you say, well, from what you’ve told me, it’s really clear that you don’t have this and that you want that, but that’s missing, and maybe they are two problems, but the problem and the impact, and then you pause and you check in.

It’s really important these things one pill at a time, rather than giving everything, here’s everything I know, and their eyes kind of glaze over and they don’t get anything from you.

Six Steps To Get People to Commit

So, step#1 is the problem. So you talk about the problems and the impacts, then you check in, you say, “Is this making sense so far?”

And they’ll say, “Yeah”.

You’re comfortable with everything so far, and they’ll say “Yeah”.

Where do you think we should go from here?

And they’ll say well, “What do you think I should do about it?”

If step#1 is Problems,

step#2 is Prescriptions.

And in the prescriptions piece, all I want you to do is tell them what they need to do.

Not how to do it, but what they need to do, what they need to not do, in order to get the results you’re talking about.  So it might be, it’s really clear to me that you need a marketing system that consistently generates leads and converts them into high paying clients.

So, that’s step#1.

Step#2 is you need to revamp your whole online presence so that X, Y and Z happens, and then da-da-da.

So, you’re just trying to do one or two minutes on the prescriptions.

Here’s what they need to do to fix it.

Maybe it’s two to three minutes.

And then you pause, you check in, you say, “Is this making sense so far?”


“Where do you think we should go from here?”

And they’ll say, “How can you help me do that?”

That’s exactly what they’ll say, every single time.  So far we’ve done “Why” – problems and prescriptions.

Let’s go into the “What” piece, that’s the next two.

“What Can You Do For Me?”

So, step#3 is they’re going to say, “How can you help me?”  And so then you talk about the results of your program, you know, the outcomes that you produce.

So, talk about the results.

I work with people in the program called Black Belt, where I take people from ten or twenty thousand dollars a month to twenty or forty, and then forty to eighty thousand a month and beyond.  And you talk about, you know, the outcome is to double somebody’s income and double their time off in a year.  That’s what I was talking about with Black Belt, that’s what I would say.

So, whatever the outcome for you is.  And you’re going to pause, and you’re going to check in;

“Is this making sense so far?”

Where do you think we should go from here?

And they’re going to say, how does it work?

So, we’ve talked about the problems and the prescriptions.

Step#3 we talked about the results that you delivered, and

Step#4 is to talk about the model, and we’re in the “What” piece.

3D’s In Getting Results

So the model is your model for getting these people these results that you’ve just talked about.  And so, in BlackBelt it’s the three D’s. It’s Demand and Dollars and Delivery.

Demand is advanced marketing strategies to go from manual prospecting to automated marketing.

Dollars is about going from selling one on one to selling one too many with webinars and workshops.

And then, Delivery is about how do you deliver an incredible outcome to your clients in a way that isn’t time for money.

So that’s my model, you know, I get them to draw it out, but you get, you know, whatever your model is.

So, step#3 is the results, and step#4 is your model.

What are kind of the key pieces, not how you deliver it, but what are the key pieces that get people those kinds of results?

Does that make sense?

Then you’re going to check in.

Making sense?


Where do you think we should go from here?

Then they’re going to say, “Well, how does it work?”

And now it’s time to talk about the “How”.

And this is step#5, you talk about Logistics.

So here’s how it works.

You know, you work with me once a week and we do this and we do that, and there’s this live event, and there’s this webinar, or however you deliver your stuff.

Then you pause; check in, where do you think we should go from here?  What haven’t we talked about yet?

We haven’t talked about price, you know, investment.  And so, they’re going to say, “How much is it?”

Step#6 is Investment.

So you walk through the options, the guarantee, and then you say where do you think we should go from here?  And nine times out of ten, if you do this the right way, 8.4 times out of ten according to our stats, 84, 85% of people will say, “Sounds great, how do I get started?”

Things To Focus On

So, the end of your sales appointment, focus on three things; Why, then What, then How.

We talked about, you know, the six steps, do that the next time you’re sitting there with an appointment and you’ll convert 84, 85% of them into clients like we do.

Scroll to the bottom and leave me a comment, we’ll have to continue the conversation there.


P.S. Whenever you’re ready… here are 4 ways I can help you grow your coaching business:

1. Grab a free copy of my book

It’s the roadmap to attracting prospects, signing clients, and scaling your coaching business. — Click Here

2. Join the Coach Dojo and connect with coaches who are scaling too

It’s our new Facebook community where smart coaches learn to get more income, impact, and independence. — Click Here

3. Join our Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Black Belt this month… stay tuned for details. If you’d like to work with me on your client-getting and scale plans… just send me a message with the words “Case Study”. — Click Here

4. Work with me and my team privately

If you’d like to work directly with me and my team to take you from 6 to 7 figures… just send me a message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Click Here



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