How to sell by coaching (not by selling)
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Posted: Thu 17th Jun 2021
Do you enjoy selling?
I wouldn’t be surprised if you said you find it sleazy, or spammy, or it makes you feel a bit yucky, that you don’t like asking for money – but thankfully I can say that after 25 years in sales, I’ve got past that point and work in a way I really enjoy.
I want to share some tips with you to get you selling in a way you also enjoy.
You do not need to feel spammy
You do not need to fear sales
You do not need to hide in your jumper when you start talking money
Coaching and selling have a lot in common.
You’d be forgiven for seeing salespeople as a bit loud, brash, over confident and ‘out there’. Who recoils when you hear the expression ‘Gift of the gab’?
The good news is that these associations are a load of rubbish.
I want you to get it out of your mind that selling and sales skills are for the loud, extroverted type.
Believe me when I say: if you are a coach, you are already qualified to be an amazing salesperson.
Hands up who’s heard of the world renowned ‘GROW’ model (it might be easier if I said hands up if you haven’t)?
Goal
Reality
Options
Way forward
This model is identical to the way a good sales call goes:
G: Where does your customer want to be? What is the ideal outcome for them?
R: How different is that goal to where they are now? Challenges? Mindset issues?
O: One of your client’s options is to work with you, one is to stay exactly where they are, and one is to work with another coach. Your job when you’re on your sales call is to get explicitly clear about their goals and reality and then help them to review their options.
When you’ve reached that point it becomes clear that you’re the right person to help them. You should ask: “Are you open to hearing how I can help you achieve that goal?”
This question gives the person you’re selling to the opportunity to have assessed their ‘G’ and ‘R’. Their answer will either be ‘yes’, which gives you the permission to sell, or ‘no’, in which case you can work through their objection/s and find a suitable option that gets them to ‘yes’.
W: Getting your client to commit. “We are going to work together on this programme that we’ve discussed as being the right option for your goals.”
When you’ve run through this way of selling a couple of times, I can assure you that you’ll have a newfound love for sales. It will become second nature and your sales calls will simply be a conversation between two people who can help each other.
Do you need to get some practice in? Message me to get you on the way to reaching your goals.
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