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The 2 Crucial Questions To Ask At The Start Of Every Sales Meeting

Did you know that sales are almost never lost at end of sales meetings?

Most coaches don’t understand this, though. They put all their attention into the close and ignore the beginning. They think if they can only deliver the perfect pitch to the prospect at the end of the appointment, they’ll win them over.

It’s almost as if they’re presenting closing arguments in a courtroom to persuade a jury.

How twisted is that?

How to Get Prospects to Relax in Sales Appointments

When a prospect hires you, what are they buying? Your product? Your program?

Sure, but only to a degree. When a prospect hires you, they’re really buying certainty.

Ultimately, certainty is a combination of clarity and confidence.

  • Clarity of where you’ll take them
  • Confidence that you’ll actually get them there

When a sales appointment doesn’t end in making a sale, it’s usually because the prospect doesn’t feel certain about you or your coaching program.

How to Quickly Build Rapport in a Sales Meeting

When a sales appointment doesn’t end with conversion, most coaches think there was a problem with the way they closed. They believe they must have done something wrong at the end or they’d have a new client.

The thing is, sales are almost never lost at the close — they’re lost at the very beginning.

On the last post, we introduced how important the first three to five minutes of a sales appointment are to making a sale at the end.

Why The Beginning Of A Sales Meeting Is More Important Than The End

When a one-on-one sales appointment ends in rejection, it can be really frustrating. It’s completely natural to think back over the entire appointment to try and figure out where it went off the rails.

Did I say something wrong or offensive?

Did I appear too pushy at the close?

Was I too passive?

Most coaches replay the appointment in their minds and truly believe the sale must have been lost somewhere at the close — after all,

How to Get Prospects to See You as the Solution to Their Problems



Over the last several posts, we’ve been looking at a concept I call stretching the gap. This is so crucial to the sales process that skipping it usually results in you pushing your program too hard on a prospect who’s just not that interested.

They end up making excuses why they can’t buy, and you end up wasting your time and missing out on a sale.

Obviously, that’s not what we’re after.

​How to Get Prospects To Realise They Need Your Coaching Program​



Lots of sales processes are pain-focused. You dig for the pain, find the pain, and use the pain to sell your program. These processes can be great and they have merit, but it’s even more powerful to start with a vision of the end result and contrast it with their current reality.

I call this process of contrasting stretching the gap. In the last post, we talked about the first step: painting the picture. This is when we help our prospects get really clear about where they want to go.

This Sales Strategy Blows Away Pain-Focused Selling



To get our prospects eager to buy from us, we need to stretch the gap between their desired result and their current reality. What exactly does that mean?

Stretching the gap involves three main steps. We need to identify:

  • Where our prospects want to be
  • Where they are right now
  • What’s standing in their way.

So, the first step is to get them really clear about where they want to go.

This Missing Piece of Your Sales Process Is Costing You Thousands

Your marketing is starting to pay off, and what was once a prospect is now a solid lead. Before you know it, you’re in the sales meeting, pitching your coaching program.

There are hundreds of strategies out there that claim to “guarantee the sale,” but I’ve found there’s one strategy that stands out above the rest.

I call it stretching the gap, and I believe it’s an absolutely essential part of the sales process.

What To Do When Prospects Don’t Understand Your Coaching Program

How many words is a picture worth, again? I can’t seem to remember.

I honestly don’t know what’s more annoying: hearing that overused phrase one more time, or knowing I constantly need to be reminded of the wisdom in it.

We are all visual people — some of us more so than others, but the fact remains. We know how powerful pictures can be.

Why is it, then, that we become completely blind to this truth when developing our coaching models?