It doesn’t matter whether your vision is to help 100 people or 1,000,000... if you want to be a successful, impactful coach, you must know how to sell.
You need to sell yourself — your skills and your expertise.
You need to sell your offerings — your products, packages, services or events.
Right now, you’re probably thinking, “There’s no way I can do that! I don’t know anyone who’s worse at selling than I am!”
But here’s the thing…
You don’t have to master the entire sales process to sell like a rockstar.
When you learn how to authentically persuade and influence your clients during a sales conversation, you’ll start to see amazing results.
And one of the best ways to do this is to use specific words and phrases that will motivate, and inspire potential clients to buy your coaching services and packages.
Here are 3 secret phrases you need to slip into your conversations to exponentially increase sales.
Secret Phrase #1: "Here’s how we can get you what you want..."
This is an extraordinarily effective phrase and it’s regularly used by some of the best coaches in the industry.
You can close complex sales coaching conversations with ease because this phrase conveys so much in just a few words. It communicates confidence, teamwork, and results.
The pronoun “we” represents a joint effort between you and your client which showcases teamwork. The word “how” signifies that you have a game plan to support your client and “get you what you want” shows that your client’s goal or dream is within reach.
For maximum effect: Do your homework before the actual sales conversation. Have your potential client fill out a pre-call questionnaire that invites them to share their intentions and goals.
Then spend a few minutes mapping out a broad framework on how you can help your client achieve these goals. Use this phrase just before you share your broad framework with your client.
Secret Phrase #2: "I’m here to show you…"
These 3 simple words are incredibly persuasive. To get an idea on how these words work in sales coaching conversations, imagine what your client is feeling when they first start talking to a coach.
They know they need help getting the results they're looking for — they wouldn’t be talking to a coach if they didn’t — but they are nervous. They want to change their lives but are worried about what that would involve.
There is unease around stepping out of their comfort zone, and fear that they'll never get what they want.
“I’m here to show you…” instantly communicates that you know what you’re doing as a coach. It establishes expertise on your part and creates trust in your client.
Never use the phrase “I’ll teach you.” The other side of teaching is learning and the process of learning can be painful. Meanwhile, “I’m here to show you” expresses support, help, and expertise. This is what a client wants from a coach.
For maximum effect: Use this phrase when your client expresses lack of confidence around achieving her goals. When your client says something like, “I’m not sure if I can do it,” say “I’m here to show you how do to it.”
Secret Phrase #3: “Your...”
Yes, you may need your client to sign up, you may be eager to make a sale — you have bills to pay— but the second you think about your personal challenges and fears, you run the risk of tainting the conversation with your fear or anxiety.
When you’re in a sales conversation with a potential client, it needs to be about them. Focus all of your energy and attention on your client. Take yourself out of the equation.
You know you’re doing it right when your conversation is filled phrases that begin with “your” or alternatively “you” and “you’re.”
When you’re talking to your client, highlight elements like “your motivation”, “your intentions”, “your dreams”, “your life”, “your business goals…”
When you focus on your client in this way, you are communicating your deep, desire to help.
You’re showing them that you are dedicated to giving them the support they needs to live their dreams.
For maximum effect: Early on in the conversation, ask your client this question: “How will you feel and how will your life change when you’ve hit this goal and you’re living your dream?” This immediately shines a spotlight the client and helps them grasp the value of achieving the results they're looking for, with your support.
Remember this: there’s no such thing as a “natural” sales person.
Just like you weren’t born knowing how to ride a bike, you weren’t born knowing how to sell.
Selling is a skill and like all skills, this one is learnable.
Pepper your sales conversations with these phrases, and you’ll start to experience more sign ups for your coaching services and products.
It’s a powerful and incredibly effective method to help you master the art of sales conversations.