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How to Break $1M in Your Coaching Business in the Next 12 Months

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Why It’s Sometimes Best to Say “No”

I want to tell you a quick story about why sometimes it’s best to say no to the prospect instead of yes. I know we hear about how to grow your coaching business but sometimes, the best way to grow is to say “No” to the wrong people.

The Story about Mike

I was at the Million Dollar Coach intensive in the US, just a couple of weeks ago and a story came up – something we were discussing around saying yes and saying no to prospects.

The Decision Question

I want to show you my number one favourite question to ask in every sales appointment if you want them to be buying from you instead of you having to push your stuff on them. It’s called the Decision Question.

When the Decision Question First Came to Me

About a year, or maybe a year and a half ago, I got a referral to a personal trainer. At the time I was working pretty hard,

How To Only Accept “A-Grade” Clients



I’m going to tell you a little secret about what we do at the end of a Triage Call to make sure we only accept “A-Grade” players.

Breaking up the Sales Process

Alright, so let me break this down – In our four-part Black Belt sales process, you know the stuff we do with our clients, really there are four key phases in the sales process. I want to, kind of,

How to Deal with Competition in the Sales Process



What do you do if you’re in a sales process and you find out, part way through, that they’re interviewing other coaches as well?

How do you make sure that you get the client and they don’t?

Facing Competition during the Sales Process

So, I was in a Black Belt Intensive a few weeks ago and a story came to mind that I shared there, that was really helpful, about what do you do if you’re in a sales process and you find out that there are other coaches involved.

Quality Time With A Non-Quality Prospect

I’ve got a question for you:

Have you ever spent quality time with a non-quality prospect?

Well, maybe driven across the town, or at least spend a bunch of time on the phone and Skype with somebody only to find out that they weren’t qualified and they would never gonna be able to say “Yes” and you’ve wasted a whole bunch of time.

Today we’re going to fix that forever.

So the great sales training that Bill Brookes once said that the best salespeople in the world have two abilities that set them apart from everybody else.

How To Talk About Your Coaching

I want to talk to you about how to speak about your coaching program when you’re in front of prospects, so they get it and they want it.

I just finished the Black Belt Conversion Intensive, Sydney. It’s the Conversion Intensive so we’ve focused really heavily on how do we convert a prospect into a client in a one on one sales conversation.

And the question came up:

“When do I get to talk about my program or my coaching?”

And

“What’s the best way to do it so they actually get it and they want it?”

How To Convert A Prospect Into A Client

I want to give you 3 Tips right now:

1.

How Many Steps Are There in Your Sales Process?

I want to talk to you about getting the right number of steps in your sales process. If you have too many people will slip through the cracks and not convert. If you have too few then people won’t take the steps in the first place because it is too big of a jump. Let’s get the number right and get you some sales.

So here is the situation. I was on a Skype call yesterday with a Black Belt client from California and he had some questions about setting up a new file to sell a high-end service he has packaged together.

How To Sell High-Priced Coaching

Black Belt Webinar On How To Sell High Priced Coaching

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.

Pre-Sell vs. Hard-Sell

A New Applicant For Black Belt…

I was on a Skype call with a gentleman who wanted to join Black Belt, my elite coaching program for people who want to go from stable to successful and then scale. And that was his situation. Already doing about ten thousand dollars a month and wanted to go to twenty and thirty as quickly as he could.

So in the consultation, I got him really,

Getting Down To Business

A couple of months ago, I was feeling out of shape. I hadn’t looked after my body for a while.  I was on the computer all the time or on the phone a lot. Not doing anything for my body, always in my head and I really wanted to do something to get my energy back like I used to have when I was younger.

So I asked a couple of my friends, Dale and Andy because I knew that they both started working out with a personal trainer and it turns out they were using the same guy,