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.
There’s one thing that stops prospects dead in their tracks. No matter how excited they are about signing up with you getting sales, there’s one that if they bump against this roadblock it’s going to kill the sale instantly.
We’re going to identify, we’re going to get rid of it, so you convert much more often.
So here’s what happened, on Friday I was on a live coaching call with my coach marketing members and a coach called Steve from the US.
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,
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,
What’s that I hear you say?
Your database is too small and they don’t respond?
Are they kind of like dead leads?
I hear you.
I got the fix for you.
I’ll tell what to do.
If your database is too small or the leads aren’t responding or it feels like the list you’ve got is dead.
I was in Sydney running a Black Belt Intensive with all the Black Belt crew from across Australia and New Zealand there.
We’re running the event every year in the North Hemisphere in the US in California. But this was one of the Sydney events.
And we’re talking about stepping up and leading your market.
Really stepping up and owning the role of being,
I was on a webinar the other day – the Ignition Webinar with the whole group of coaches – about a 150 coaches from around the world. And I was teaching them about the #1 most important question you need to ask about every marketing piece you run from now on.
If you want to make sure you get back some of the results. And I share the question with you make sure you nail it as well.
I’ll give you quick marketing tip on how to narrow your niche to increase your responsiveness. So if you’ve been wondering about picking the right niche or you may be too narrow or too broad, this is for you.
So I reopened a book that I’ve read years and years ago. Great book on Coaching Skills but it’s called this, it’s called “Coach Anyone About Anything”.
Written by someone who’s last name is Porsche.
Most coaches market when they should be selling and sell when they should be marketing.
That’s the mistake. Let’s fix it together.
I’m gonna show you how to increase the results you get from your marketing and your sales.
Okay, so I don’t know how you were taught to sell?
Most coaches I know it’s what some kind of diagnostic sales process. You know you ask a bunch of smart questions to open up the prospects and really dig for the pain.
I want to talk to you about selling. How do you install conversion confidence into your marketing and sales process so people know up front?
“If I work with you, here’s how it’s going to work, and here are the results that I’m going to get.”
If you’re certain enough confident enough they can pull the trigger and commit to themselves too, to their future and to you.
Also in your marketing and in your sales,